7 Ways to Fix Your Marketing and Sales Funnel

If your marketing and sales funnel has one or more of these issues, then your funnel could use some work: You’re not generating enough leads. Leads are stuck in a certain stage of the sales cycle. Marketing hates sales. Sales hates marketing. Your sales cycle is longer than it needs to be. You don’t have the data to tell what the hell is going on in your funnel. It is possible to create an efficient revenue architecture for your organization. Here are a few ideas for making … [Read more...]

The Biggest Problems With B2B Market Development

At executive staff meetings, CEOs are asking tough questions: Can we tie revenue generation back to branding efforts? We have to manage to costs, so should we cut marketing’s budget again? What are we getting for our marketing investment? Let's spend more on sales instead. What is marketing doing to help generate sales? It’s All About ROI As closed deals become fewer and smaller, sales cycles get longer, competition intensifies and then sales organizations have a tendency to … [Read more...]

The Role of the CMO has Changed.

I recently read this article that CMOs have a new role – “growth officer.” And it really resonated with me. Sure it’s been mentioned over the years, but now CMOs and marketing leaders are being held just as accountable for revenue growth as sales is. This Forbes article talks about this evolution, and that the CMOs that have a more “traditional” approach, are going to be left behind. I was lucky to have gotten involved in demand generation early in my marketing career, so I was immediately … [Read more...]

7 Signs You Should Consider Outsourcing Marketing Services

You understand the value of marketing and know that a good marketing team will help you significantly grow revenue. But there is a tipping point, and there are warning signs, when your current team needs support and you may need outside expertise. Here are a few signs that indicate you should consider outsourcing marketing: 1. You Question Whether You have the Right Technology in Place This is a pretty good indicator. Are the systems you’re using making your processes efficient and scalable? … [Read more...]

Building Customer Relations in the Digital Economy

Life is complicated, it's as simple as that. People are rushing to meetings, events, extracurricular activities for the kids, and barely making it home in time for a last-minute thrown together dinner. Pleasantries are a thing of the past. According to the bureau of labor statistics in 2014, roughly 50% of families had both parents employed in their household. Great, people are busy, but more importantly is how easy it is for them to access information in our digitized economy. The 2013 Census … [Read more...]

Managing the Customer Journey with Multiple Touchpoints

Customers interact with your company across many touch points throughout their journey. And while surveys gather data on customer satisfaction at these key touchpoints, they don’t always reveal the big picture.  When questioned, many customers will report satisfaction at specific touchpoints while reporting a lower overall satisfaction rating. To improve customer satisfaction, you need to focus on the overall journey, and not just the touchpoints themselves. The customer journey can include … [Read more...]

Agencies are Changing Due to New Expectations

It’s all over the trades. Agency consolidation. Fluid, “Uber-like” on-demand agency relationships. When big manufacturers and branding gurus like Procter & Gamble Co. and Kimberly-Clark Corp. change the way they are working with their agencies, the marketing and advertising world takes note. Procter & Gamble’s Marc Pritchard is leading a large scale agency consolidation at P&G.  His reasoning: “Through consolidation, P&G is "upgrading, so we can get better quality, fewer … [Read more...]

Are More Women Needed in Startups? Yes, and the Stats Prove it.

Stats Show Women Needed in Startups: Just last month, venture firm First Round Capital (their portfolio includes Blue Apron and Warby Parker, Square and Uber) completed a study after they analyzed 300 companies and nearly 600 founders, representing 10 years’ worth of investment data. It turns out that “female founders outperform their male peers.”  Specifically, companies with a female founder performed 63% better than other investments with all-male founding teams.[Tweet this] These … [Read more...]

9 Things Every High Tech Business Startup Needs to Do

90% of startups fail. That’s a scary fact. If you are a startup owner, it should make you worry. Nobody wants to be a part of that majority, but making yourself the minority is incredibly difficult. There has been a lot of study on what sets those 10% out from all the rest. 9 Things You Need to Make Your Startup High Tech Business Work Here are 9 different things that every high tech business startup needs to do to have a shot at succeeding. 1. Be a problem solver. Don’t follow the old … [Read more...]

Is it Time to Hire a Marketing Firm? Be Sure They Have What it Takes.

Over 90% of companies admitted that they did not possess the necessary skills in the areas of social media, mobile, analytics, process automation and performance monitoring, according to Adode. This talent gap is increasing as the importance of social media grows.  Did you know that LinkedIn is the most utilized platform for engaging B2B customers pre- and post-sale?[Tweet this] (eMarketer, July 30, 2015) On top of that, while use of and dependency on mobile intensifies among consumers, … [Read more...]