Metric-Based Process to Generate Sales-Worthy Leads

Hugh Macfarlane, Founder & CEO of, writes... Metrics for every stage of the lead-conditioning process? B2B marketing professionals will know that proving their worth to the rest of the organisation can prove painful at times. But when metrics are in place, they can serve to facilitate better planning, lead-readiness and maximise ROI. What you need is a solid set of metrics to align with your B2B marketing processes. So what are they? Laurie Beasley, President Beasley Direct, and Tom Judge, VP of Strategy at Direct Marketing Partners, will talk about creating a metrics-based B2B marketing process READ MORE

B2B marketing and phone selling experts at work

Hugh Macfarlane, Founder & CEO of, writes... We’ve said it before and we’ll say it again. B2B marketing is nothing without a strong sales team to work with on the same set of goals. The crucial thing for B2B marketing teams to pre-empt, is that their sales counterparts will likely have more talk-time with prospects, and so that time needs to be spent wisely. So how can B2B marketing teams help sales develop this wisdom? B2B marketing strategies should encompass clear tactics that equip sales representatives with everything necessary to nurture prospects effectively. And at DemandCon, READ MORE

After the funnel – translating marketing activity into CEO and Board level impact

Hugh Macfarlane, Founder & CEO of, writes... Does your CEO know what an MQL is? What about an SQL and SAL? B2B marketing and sales professionals use this language on a day-to-day basis, so they can be forgiven for forgetting that other parts of the organisation may find it difficult to understand them as they reel off acronyms and abbreviations. The problem is that these ‘proprietary’ terms are key to understanding B2B marketing reports. So how do you communicate B2B marketing metric results without these concept-defining terms? We in marketing live in a great new industry READ MORE

Prevent leads leaking in your B2B marketing Funnel

Hugh Macfarlane, Founder & CEO of, writes... Both demand generation and closing a sale are often a strong focus in B2B marketing strategies. But there is much to be said for what happens in between. This is where leakage can occur, and if your B2B marketing strategy doesn’t include a plug for leakage in the middle of the funnel, then those leads that you nurtured at the top will have been a waste of time. Does your company have a plan for the middle of the Funnel? Carlos Hidalgo, CEO Annuitas Group, has helped clients identify READ MORE

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