Align to Buyer’s Journey then Flip the Switch for Marketing Automation

I recently read another great post on the Marketing Automation Software Guide.  The article entitled, Close the Gaps to Close More Sales with Marketing Automation, was written by Sharon Drew Morgan who has written and spoken passionately about the need for new sales models and processes. The central theme to Sharon Drew’s article is that […]

To market, to market, to buy a fat pig…

The term “market” must be just about the most over bandied term in…ironically…marketing. As Sales and Marketers, we use the term occasionally when we mean market. Accidentally or with educated intent. We also use it on occasion when we mean customer segment. And sometimes when we mean value chain. And sometimes when we should use […]

Are you suffering from “Top of Funnel Myopia”?

Bob Apollo recently launched a poll on LinkedIn asking: “Which one of the following initiatives has the greatest potential to boost your organisation’s sales performance ?” a) Finding more qualified opportunities b) Shortening our average sales cycle c) Increasing average sales win rates d) Qualifying bad deals out earlier e) Improving sales & marketing co-operation […]

Funnel Master, Hugh Macfarlane, and Marketing ROI guru, Jim Lenskold, join forces to present Funnel Forum’s Funnel Forum webinar ‘Turn Leads to Revenue’ is now available for download. Funnel Master, Hugh Macfarlane, has teamed up again with his friend and Marketing ROI guru, Jim Lenskold, to deliver crisp new insights into global best practice on turning leads into revenue. As recognized leaders in marketing best practice, Jim and Hugh have […]