Funnel Vision is a blog for B2B marketers, sales leaders, and business owners who want to know what works.

Based off 20 years of advising large growth businesses and being ‘on the tools’ for the SME’s who entrust us with their marketing, we’ve done the hard yards to weave valuable insights and actionable steps into resources for the B2B industry. and Miller Heiman join forces to present Funnel Forum’s latest Funnel Forum webinar, ‘Aligning Marketing and Sales for Growth’, is now available for download. 9 August, 2010, Melbourne, VIC, AU – For the first time ever, two of the most innovative minds on sales and marketing alignment, Brett Bonser of and Elizabeth Vanneste of Miller Heiman, have teamed together to present the […]

No Marketing Effectiveness without Sales Effectiveness

Chief Executive Officers and Chief Financial Officers expect their Chief Marketing Officers (CMO) to be accountable for business outcomes. Justifying one’s achievements by citing how the response rate from campaigns could be increased with an even smaller budget than last year, does not fulfill such expectations. CMOs are thus faced with the harsh reality Chief […]

Vendor and Channel Partner Marketing in Need of Alignment

According to the responses I received in a recent LinkedIn poll (definitely not statistically valid) there is a lot of room for improvement when it comes to aligning the marketing efforts of vendors and channel partners. Here is how I posed the questions: Do companies and their sales channel partners struggle to align lead gen […]

After the Second Quarter and One Flew Over the Cuckoo’s Nest

As I write this the calendar tells me the second half of 2010 is over and there are about 5 months remaining to achieve my annual revenue target. For those responsible for revenue generation it is a tense time. It’s also a time for some healthy retrospection. If your company didn’t experience a breakthrough in […]

Funnel Measurement best practice

A member of our LinkedIn Group – Funnel Management – asked a straight question: what are the best-in-class metrics metrics? The full discussion is within this Funnel Management discussion. We have three sources to draw on in answering this question: Our day-to-day work work in building plans for growth businesses; Occasional detailed funnel metrics work […]

Excellent insights into social media (mainly blogging)

Just listened to an excellent webinar with Chris Baggott from Compendium – also co-founder of Exact Target. It was hosted by Tobias Schremmer of MarketingProfs. Key points I heard: 80% of people who read your blog entries are strangers. So blogging is an excellent way to get found for the first (and only) time. Sure, […] and Innovative Info join forces to present March Funnel Forum

14 April, 2010, Melbourne, VIC, AU – For the first time ever, two of the most innovative minds on sales and marketing productivity, Hugh Macfarlane of and John Cousineau of Innovative Information, have teamed together to present the latest Funnel Forum webinar, titled ‘How to Select Tactics and Know What’s Working’. The 45-minute webinar, […]

How much of your ‘list’ isn’t there anymore?

A customer / fellow Funnel Fiend recently sent me a link to an article by John Gibbs discussing the effect of a recessed economy on the funnel. You can read it here His basic argument is that during the downturn, many people on your list have moved on – more than usual. One of […]

How to align your b2b marketing to the way businesses buy

Hugh was recently in Paris helping Cisco gain additional velocity in the funnels of their partners. He presented along with Martin Lindstrom, William Aruda, Marc Lewis and many others. Prior to the presentation, Hugh gave a short interview introducing the buyer’s journey.   Would you rather see the Funnel Vision articles as video (like this) […] appoints Bill Zeeb as Funnel Coach

October 28, 2009, Melbourne, AU – is pleased to announce the appointment of Bill Zeeb, of infinitas SA, as an accredited Funnel Coach. After successfully completing his sales and delivery accreditation in Singapore on the 4th of September, Zeeb will now focus on selling and delivering Funnel Academy and Funnel Camp in European markets. […] to hold three Funnel Forum events in October

September 17, 2009, Melbourne, VIC, AU – Due to high levels of demand, is pleased to announce that Funnel Forum – Give Marketing a Sales Quota – will be held on three dates in October: 20th October – US Eastern 3.30pm 20th October – Australian Eastern Standard time 11.00am 20th October – Greenwich mean […] appoints Pascale Hall as Funnel Coach

August 10, 2009, London, UK – is pleased to announce the appointment of Pascale Hall, of Animated Enterprises, as an accredited Funnel Coach. After successfully completing her sales and delivery accreditation in London on the 10th of July, Hall will now sell and deliver Funnel Academy and Funnel Camp across France. Hall is passionate […]

Sales and Marketing planning has never been easier!

Build your own Sales and Marketing Plan entirely online using Funnel Plan!

Funnel Plan

Set objectives, track velocity, plan your campaigns and more with our very own online B2B planning tool.

Subscribe to the blog

Sign up to get weekly B2B marketing insights and advice from the experts - delivered straight to your inbox