Here’s the good news: people are consuming more content on a daily basis than ever. Here’s the bad news: they seem to be consuming it all at once. The amount of...
Here’s the good news: people are consuming more content on a daily basis than ever. Here’s the bad news: they seem to be consuming it all at once. The amount of time we spend in front of the TV, the computer, our mobile devices – it’s all going up. According to recent eMarketer data, adults in the US consume an average of 11 hours of media in a day, with the largest shares going to TV, video and online. Marketers should be happy that consumers are so content hungry. But the...
Here’s the good news: people are consuming more content on a daily basis than ever. Here’s the bad news: they seem to be consuming it all at once. The amount of time we spend in front of the TV,...
Ben Hogan famously said golf is 20% talent and 80% management. This week every golfer arriving at the Augusta National, one of the most demanding courses of the...
Ben Hogan famously said golf is 20% talent and 80% management. This week every golfer arriving at the Augusta National, one of the most demanding courses of the PGA Masters Tournament, the Augusta National, will have talent. But the player who wins the green jacket is the pro who most efficiently managed his way around the course. Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force...
Ben Hogan famously said golf is 20% talent and 80% management. This week every golfer arriving at the Augusta National, one of the most demanding courses of the PGA Masters Tournament, the...
These are the questions we asked ourselves as we imagined and developed “What is Revenue Performance Management?”, the latest video from Eloqua and JESS3. To be...
These are the questions we asked ourselves as we imagined and developed “What is Revenue Performance Management?”, the latest video from Eloqua and JESS3. To be honest, we never came up with a clear answer. I suppose it tastes great and is less filling. When we published The Future of Revenue, the precursor to today’s video, our objective was clear: help create a new category (Revenue Performance Management) by putting our vision in historic context. Worry less about the...
These are the questions we asked ourselves as we imagined and developed “What is Revenue Performance Management?”, the latest video from Eloqua and JESS3. To be honest, we never came up with a clear...
We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. Some might not have...
We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. Some might not have occurred to you. Others are for when the deal doesn’t quite make it. Here are a few different types you might find after the sales cycle has come to a conclusion. 1. The “Lost the Deal” Nurture For those of us in the SaaS industry, a loss only lasts as long as the contract. With lead nurturing you can focus the...
We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. Some might not have occurred to you. Others are for when the...
I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business...
I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. What gets me really excited, though, is the sheer creativity that I’ve seen. While there’s something to be said for the standard use case meant to educate prospects, lead nurturing can do so much more. Let’s explore three really cool use cases. 1. The “Introduction to Sales”...
I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing...
A cold shoulder in the hallway, a steely gaze in the weekly meeting: these are the signs that lead many marketers to ask, “Why doesn’t my CMO like me?”...
A cold shoulder in the hallway, a steely gaze in the weekly meeting: these are the signs that lead many marketers to ask, “Why doesn’t my CMO like me?” Marketers might blame it on a clash of personalities or a personal grudge. But often personality isn’t the problem; it’s performance. And marketers can address these issues head on. I asked a few Chief Marketing Officers to explain what gets under their skin. Tackle these and you’re far more likely to get the ear – maybe even...
A cold shoulder in the hallway, a steely gaze in the weekly meeting: these are the signs that lead many marketers to ask, “Why doesn’t my CMO like me?” Marketers might blame it on a clash...
Today's guest post comes from Laura Patterson, president and co-founder of VisionEdge Marketing and author of the book "Metrics In Action: Creating a...
Today's guest post comes from Laura Patterson, president and co-founder of VisionEdge Marketing and author of the book "Metrics In Action: Creating a Performance-Driven Marketing Organization." The emphasis on proving marketing ROI and accountability has only increased in our current business climate. Even an economic recovery won’t eliminate this topic. So, if you have yet to join the marketing accountability bandwagon, it’s probably time. Updates on website visits, open...
Today's guest post comes from Laura Patterson, president and co-founder of VisionEdge Marketing and author of the book "Metrics In Action: Creating a Performance-Driven Marketing Organization." The...
Below is the deck I presented at the Online Marketing Summit a couple weeks back. It’s called “From Content to Customer” and it focuses on the nexus of B2B...
Below is the deck I presented at the Online Marketing Summit a couple weeks back. It’s called “From Content to Customer” and it focuses on the nexus of B2B content marketing and demand generation. Huge thanks to partner JESS3 for the creative genius. The substance was co-developed in concert with my colleague, Elle Woulfe, who moves the levers in our demand engine, and it’s in this duality – from “pre-funnel” creative content to “in funnel” functional content – that this...
Below is the deck I presented at the Online Marketing Summit a couple weeks back. It’s called “From Content to Customer” and it focuses on the nexus of B2B content marketing and demand generation....
If you work in B2B marketing, there’s a good chance you’ve heard about lead scoring. But maybe you’re wondering what exactly lead scoring means, who are the...
If you work in B2B marketing, there’s a good chance you’ve heard about lead scoring. But maybe you’re wondering what exactly lead scoring means, who are the types of companies using it and why you should do the same. Luckily, we caught up Brian Carroll, Executive Director of MECLABS, to get the answers. Check out his summary below. [youtube]http://www.youtube.com/watch?v=b38-TvOTbC8&feature=youtu.be[/youtube] What is lead scoring? Well, lead scoring is a way to quantify...
If you work in B2B marketing, there’s a good chance you’ve heard about lead scoring. But maybe you’re wondering what exactly lead scoring means, who are the types of companies using it and why...
