Do marketers have the right stuff to be revenue marketers?

In the past few months a cool new term has appeared on my radar. That term is, “revenue marketer”. Wish I had thought of it first. It defines a new level of marketing professional. While I’m energized by the term, sadly, I’m concerned that too many B2B marketers don’t have the right perspective and skills […]

The surprising math of cities and corporation

B2B marketing may have universal properties. Physicist Geoffrey West has found that simple, mathematical laws govern the properties of cities — that wealth, crime rate, walking speed and many other aspects of a city can be deduced from a single number: the city’s population. In this mind-bending talk from TEDGlobal he shows how it works […]

Getting the right people on the bus sometimes means losing others

B2B marketing can be a tough grind, sometimes. We’re big believers in Jim Collins’ findings from his Good to Great research (and book), and one of the keys to the success of high growth businesses is about getting the right people on the bus, and the wrong people off the bus. ‘Wrong’ in this context […]

Ask ‘why’ five times

This is the method Taiichi Ohno, pioneer of Toyota production systems, recommended to get to the root cause of a problem. My thought was that this principle could serve well in sales. In specific, it can be used to find out whether an opportunity exists and if it is real and worth your while to […]

Featured Workshop: Hugh Macfarlane presents at ADMA: The Science of Marketing

Developing an effective B2B strategy for greater ROI 18th August 2011, Sydney Hugh Macfarlane, Founder and CEO of will lead a high-impact half-day workshop at the 2011 ADMA Multi-Channel forum. Hugh will provide you with a framework for B2B marketing strategy; from planning to execution including: Forming strategy, building campaigns, selecting campaigns, selecting tactics […]

Morning seminar: Learn how to generate marketing qualified leads

Date:  Wednesday 17 August 2011 ●    8.15 am Registration ●    8.30 am Seminar Begins ●    10.00 am Ends Location: Level 5, 100 Walker Street, North Sydney 2060’s founder & CEO Hugh Macfarlane will be joining Jonathon Calver, CEO of StrategyMix, to host a seminar that offers simple steps for your marketing to generate more […]

Add Calls To Action (CTAs) to drive lead conversion

Calls To Action (CTAs) are relatively simple devices that are so often overlooked by b2b marketers in their inbound marketing campaigns. Getting quality traffic to your site can be hard work so you should spend some effort to keep them there, nurturing the lead, engaging with them further and pulling them down the funnel towards […]

How to improve your propose-to-close ratio and get the John Hancock on the dotted line

What’s so special about the  4th of July? As well as being my wedding anniversary (tip to the males like me who have problem remembering dates, pick a wedding date you can remember) it’s also the American Independence Day. Regardless of your origin, I’m sure you will recognise the date and its significance – but […] CEO & Founder, Hugh Macfarlane’s featured keynote at DemandCon now available

Hugh Macfarlane’s featured keynote at DemandCon in May 2011 now available as an interactive video. July 8, 2011, Melbourne, VIC, AU – Hugh Macfarlane, Founder and CEO of and author of The Leaky Funnel, was a featured keynote at DemandCon in May 2011. He then joined Funnel Coach, Charles Besondy, to run a full […]