How to generate qualified sales-lead volume at the top of the Sales Funnel – DemandCon

Hugh Macfarlane, Founder & CEO of, writes… Donna J Kent, SVP of Global Sales, Marketing and Services at Televerde, sees the top of the sales funnel as a key performance indicator. As a practitioner, Donna has some key insights into new-customer experience. So what techniques should you use to optimise your marketing-contact database and […]

Selling to Crazy-Busy People – DemandCon

Hugh Macfarlane, Founder & CEO of, writes… Jill Konrath is the bestselling and award-winning author of SNAP Selling and a successful business strategist for companies like IBM, GE, Microsoft and more. With more than 75,000 people reading her newsletter and blog, Jill’s insights are clearly noteworthy for any business person. And her topic is all […]

Lead generation – what is happening to your sales and marketing plan? – DemandCon

Hugh Macfarlane, Founder & CEO of, writes… As a Principal Analyst at Forrester, Jeff Ernst seems to live within’s world of business-to-business sales and b2b marketing. He too believes that aligning Sales and Marketing is part and parcel of an effective revenue growth strategy. At DemandCon in May, Jeff will present, ‘Level Setting – […]

How to get your business performing like a winning Formula One team Director, Brett Bonser, writes… Motor-enthusiasts know that March in Melbourne means cars. Really expensive, really loud, really fast cars. From my desk, I will be able to hear the sound of engines and virtually smell the petrol and rubber burning. In motorsport, the top drivers know that, “the farther you look, the faster you go.”[1] […]

Inbound marketing adoption data: are you getting left behind?

Chris Fell, Managing Director of g2m Solutions, writes… The majority of B2B organisations are increasing marketing budgets for inbound marketing tactics: social media, virtual events and webinars, SEO and PPC. When considering outbound marketing tactics, such as telemarketing, direct mail and print advertising, the majority of B2B organisations are either not changing, or they’re reducing budgets. […]

How do you craft the right face-to-face selling methodology for your organisation?

I am a hapless AFL Richmond supporter. Many weekends I cannot bear to turn to the sports pages to read the obituary. When the Tigers do crack it for a win (even a draw is cause for celebration for Richmond fans), I can’t wait to rip the wrapper off the Sunday paper to digest the […]