Sales and Marketing Alignment Showdown

Sales and Marketing alignment and effectiveness vary wildly between countries. Which country do you think has got this most right? I’ll bet you a fine red wine your guess is wrong. Mine certainly was!   Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales […]

B2B Marketing tactics with high closure rates

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report In B2B marketing, Marketing tactics early in the journey have more effect on closure rates than sales tactics later in the journey (which is why search beats social, blogging beats […]

Demand beats Brand (but only to a point)

  Get your copy of our 2014 Sales and Marketing Alignment Report In B2B marketing, demand is more important than brand, but only to a point. So, can you have too much demand? If you have listened to some of my recent blogs, you know that in 2005 we published the first of our landmark reports […]

5 B2B sales funnel statistics you need to master

We need data to drive our businesses. But more statistics won’t necessarily deliver a better business. There are five sales funnel statistics that you simply must know (and manage).   In earlier blogs I have argued you need only four statistics to build a back of the envelope model of your funnel. In this brief blog, I’ll […]

B2B marketing strategies and our loose use of common terms

In last week’s blog on a B2B marketing definition, I defined B2B marketing as “the planning, execution and measurement of the strategy and the tactics needed to sell a product or service to a business”. So the clear point here – apart from the B2B-ness of the definition – is that planning, execution and measurement […]

Measure B2B Marketing on closures

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report You should expect, what you inspect, and it seems that measurement of Marketing still has a great impact on effectiveness. “You should expect, what you inspect” is one of many quotes attributed to […]

B2B Marketing Definition

  I’ve not typically been big on the necessity for definitions, but became frustrated recently when a senior marekter threw terms like strategy, tactics around as if they were interchangable. It is not hard to understand what B2B marketing is, nor how it is different from consumer, or B2C marketing. Let’s start at the top: […]

5 Ways to Align Your Sales and Marketing Teams

Alignment between Sales and Marketing has been a challenge for organisations through the ages. Now, fundamental changes in your buyer’s behaviour are increasingly creating misalignment between these two functional areas. Misalignment breeds inefficiency. Propose to close rates fall, the quality of leads fall – cost of acquisition increases. The buyer – your target customer – […]

Why Marketing should report to Sales

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report Marketing needs to report to Sales. I’ll get to that blasphemy in a minute. If you have listened to some of my recent blogs, you know that in 2005 we […]