B2B Marketing Zone

Sales Alignment: Put Theory Into Practice

“Sales alignment” began as an interesting concept. For its critics, that’s all it remains. Skeptics may say that a lot of the theory and frameworks for alignment are either a) academic, written for students with little real life application, or b)

Got Marketing ROI?

If there’s friction between your marketing and sales teams, it might be due to the way each team is measured. Sales is numbers-driven; performance is measured by quotas you can hit and revenue you can count. Marketing, on the other

6 Best Practices for a Lead Management Strategy

New customer acquisition is the lifeblood of many businesses, but it can be costly. One of marketing automation’s big wins is the ability to create a continuous process to  manage leads at scale. The key to making it work is

Unpack Your Sales Funnel

Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive  tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as

Lead Me On: 7 Factors For Higher-Quality Leads

The one thing all marketers have in common is the need for more leads. “Generating more high quality leads” is the top marketing challenge for organizations of all sizes, whether B2B, B2C, or B2B2C. (Forrester 2012 Benchmark Lead Generation Report)

Four Steps for Starting the Lead Management Process

In a recent webinar titled “The Blueprint for Turning Prospects into Customers” Carlos Hidalgo, CEO of Annuitas Group and Craig Rosenberg, author of the blog, Funnelholic discussed lead management and how it relates to demand generation. Carlos began by defining