3 Things Great B2B Marketers Can Learn from Sales

The rift between sales and marketing is one that has been long standing in the B2B world. As someone fairly new to the B2B marketing space, I’ve come to find that despite this “rift”, some of my greatest learnings thus far have in fact come from across the pond.   My...

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How to Get Your Sales Reps to Become Data Champions

Good data is a constant battle. This is true for C-levels looking at metrics, sales leaders looking at performance and sales reps looking to close more deals. It falls, however, on sales operations to polish, buff and glean insight from this data. Data will constantly...

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Demandbase Attribution Debate Yields Surprises

I recently attended a demand gen and marketing ops Meetup in San Francisco that featured a panel discussion on campaign attribution. While I wasn’t surprised about the interest level, I was surprised by a few things: Debate on whether attribution needs to be built on...

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Leads OR Contacts VS. Leads AND Contacts: REDUX

Four years ago to the day (whoa!) I wrote a blog that offered an explanation of and considerations for how to organize your Salesforce database in Leads and/or Contacts.  Now that we are irrefutably in the midst of the “Age of ABM” I thought it would be prudent to...

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All Business is Personal & Political

As I’m traveling to the Forrester B2B Marketing conference today I can’t seem to get a break from the presidential contest. Of course the event is being held at the Trump National Doral Miami and heading through George Bush International Airport in Houston, Texas....

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Connecting The Dots Between ABM and RBM

So much has been written about Account-Based Marketing (ABM) that writing yet another blog post on the topic seems completely unoriginal. Having said that, there’s a particular angle that hasn’t had much airplay. Simply put, ABM is not a panacea for all of marketing’s...

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