The Marketing Personalized Lead and the Sales Buyer's Journey

All B2B marketers know what an MQL is, but what's an MPL? It's the Marketing P…

Sales process - the missing ingredient for marketing ROI

Most marketers in B2B enterprises have never been trained on sales process. If I were …

Connectedness - The Missing Metric for Sales Enablement

Enablement programs for B2B sales and channel resources tend to focus on activities – …

How bright is the silver lining of Salesforce.com's Marketing Cloud?

At their annual Dreamforce shindig last week Salesforce.com announced the formalizatio…

2012 Tech Marketing Budgets, Trends

We are now publishing the results of our major annual Tech Marketing Benchmarks survey…

Lead Distribution Scoring - a key differentiator for B2B marketers

Lead scoring is a well established technique for marketers to translate digital respon…

Most Important Lead Management Practice: Align on Standards

Of all the lead management best practices a company can invest in, the one that stands…

Six Key Table Stakes for B2B Sales and Marketing Alignment

The IDC CMO and Sales advisory services held their most recent client leadership meeti…

Keep the Language of Marketing a Secret?

Tech marketing leaders constantly search for better ways to align with sales and IT as…

8 Essential KPI's for the Intersection of Marketing and Sales

Conversations between sales and marketing improve when marketing generates data on the…

CMO's report universal lack of preparedness for key challenges

IBM released the findings of their Global CMO study yesterday and one of the primary c…

The Four Stages of Data Driven Marketing

Who is your customer? It is a deceptively complex question that a surprising number of…

The Marketing Operations Role: Where To, From Here?

Looking Back, Briefly: Marketing Operations has been the fastest growing job role in t…

An Ice Cold Bucket of Reality - The Challenge of Selling to Today's Harried Buyer

Savo held their annual user group meeting in Chicago on October 26th and 27th. Two hun…

The IDC Sales and Marketing Automation Framework Sales and marketing organizations are…

Marketing's Role in Sales Enablement

The Sales Enablement (SE) role is fast taking root at many of our client companies. Bu…

Insight from IDC's Annual Sales & Mktg. Effectiveness Summit

We recently finished our 6th annual IDC Sales & Marketing Effectiveness Summit. Y…