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The CRM Crisis: Why Sales Force Automation Failed
Just two decades ago, B2B sales people spent most of their time filling out computer forms to manually track hundreds of pieces of data on customers and accounts, mostly for the benefit of managers who...
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Social Login: A Much Better Lead Registration Mechanism
Registration forms have always been the weakest link in most lead generation processes. When presented with a registration form, research shows that as many of 75% of site visitors will flee the site...
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The Nurture Fallacy: 5 E-Nurture Marketing Myths
Marketing automation companies have built a big business by creating tools for electronic “nurture” programs. Now, B2B marketers around the world are executing “e-nurture” programs designed to take...
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HBR: Big Data for B2B May be Overhyped
A recent Harvard Business Review blog post provides a thoughtful analysis of one of the looming issues facing B2B marketers: how to think about Big Data. As the hype builds, marketers are looking...
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Predictive Analytics Will Transform B2B Sales & Marketing Execution
Consumer marketers have become adept at driving revenue based on predictive analytics. Potential customers are routinely scored on a wide variety of attributes from lifestyle to promotion...
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Facebook Email Targeting & CRM Retargeting: Important New Tools for Marketers
Email marketing is a delicate art. In today’s world, fewer than 1/5 of recipients will open a commercial email message. For every 10 people who click on an email link, one person permanently opts out....
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Revenue Marketing: The Future of B2B
Marketing means different things to different people. For me, marketing is about solving business problems. Sometimes that means building awareness, sometimes it means better understanding customer...
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