| | | Follow the Lead | | | | 94 articles |
| Page 1 of 1 | Previous | Next | FOLLOW THE LEAD DECEMBER 30, 2010 How’s your handle on the work-life balance? As Father Time prepares to hand over the keys to Baby New Year, you’re probably reevaluating those New Year’s resolutions, which may or may not work out. Better yet is a Dalai Lama-esque reflection on what was gained (or lost) in the previous year and setting a few business goals for the year ahead. Wrapped up [.]. Sales & Marketing Baby New Year BNET Dalai Lama Father Time | FOLLOW THE LEAD DECEMBER 28, 2010 Lesson learned: How to avoid clichés in communications in 2011 In 2011, resolve to avoid business clichés in your written communications. Some terms that once sounded awesome have been so diluted that they are now relegated to business buzzwords bingo cards ([link] As content creation becomes part of core competency in both sales and marketing circles, b2b companies worth their salt are going to try to take content to [.]. Sales & Marketing Once in a blue moon win-win worth their salt | | | | | |
| FOLLOW THE LEAD DECEMBER 23, 2010 Three chronic b2b sales problems and how to correct them in 2011 Earlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. We spoke with Russell Kern, president of marketing communications agency The Kern Organization, to get his take on how companies can go about remedying them: Problem One: Not getting enough results from online marketing. Remedy: Significantly improve [.]. Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMA | FOLLOW THE LEAD DECEMBER 22, 2010 ‘Now what was it you wanted to sell me?’ Then and Now 2010 is hurtling toward history and a new decade beckons. But this video — with a modern twist on a classic McGraw-Hill b2b ad — provides a humorous reminder that, when it comes to b2b sales, the more things change the more they stay the same: Sales & Marketing | FOLLOW THE LEAD DECEMBER 21, 2010 The Sweet Spot: three predictions for b2b sales in 2011 Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before. I don’t see it happening in 2011 anymore than it’s happened the last 20 years it’s been talked about,” said McDade, [.]. Sales & Marketing "The Truth About Leads" 50 Most Influential People in Sales Lead Management in 2010 Dan McDade Groundhog Day Point Clear Sales Lead Management Assoiciation | FOLLOW THE LEAD DECEMBER 17, 2010 10 quick ways to enhance data management Failure is an option, at least when it comes to database management. That’s according to Tony Coretto, co-founder and co-CEO of PNT Marketing Services, who advises in this video that what’s even worse than a failure to improve data management is not trying to improve things at all. Not every one of your experiments will [.]. Data Management PNT Marketing Services Tony Coretto | | | | | | | |
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FOLLOW THE LEAD | THURSDAY, DECEMBER 16, 2010 How b2b sales reps can keep the ‘close’ in perspective
“When you lose, say little. When you win, say nothing.” Paul Brown When the New York Jets were racking up wins and in first place in their division earlier this season head coach Rex Ryan (right) – on the job barely two years – carried on as if winning Super Bowl XLV was the team’s [.]. Sales & Marketing Bill Belichick Miami Dolphins New England Patriots New York Jets NFL Rex Ryan Super Bowl XLV Vince Lombardi Xs and Os MORE >> -
FOLLOW THE LEAD | TUESDAY, DECEMBER 14, 2010 The Sweet Spot: Resistance to alignment? Prove by example
For Mike Gospe, co-founder and principal of sales and marketing consultancy KickStart Alliance, sales and marketing alignment should probably see more sunlight in 2011. I’ve been doing this for 10 years and I’ve seen it get a little bit better every year,” said Gospe, author of “Marketing Campaign Development” (Happy About) and The Marketing High Ground [.]. Sales & Marketing MORE >> -
FOLLOW THE LEAD | THURSDAY, DECEMBER 9, 2010 The emergence of ‘Revenue Performance Management’
DemandGen Report’s “State of Marketing Automation: The Emergence of the Shared Funnel (pdf)” seeks to home in on what is arguably one of the major b2b sales and marketing trends heading into 2011: the emergence of Revenue Performance Management (RPM). RPM is a relatively new revenue analytics tool designed to make it easy to measure, understand, [.]. Sales & Marketing MORE >> -
FOLLOW THE LEAD | TUESDAY, DECEMBER 7, 2010 Corporate gifts: three ways
The holiday season is in full swing. Christmas trees are being adorned, Chanukah gifts are being exchanged and, somewhere, Frank Costanza is bracing for Festivus. This is also the time that b2b sales reps send holiday cards and gifts to clients and prospects, presenting an opportunity for sales reps to put their companies in a positive [.]. Best Practices Amazon Branes & Noble DonorsChoose.org iTunes MORE >> -
FOLLOW THE LEAD | TUESDAY, DECEMBER 7, 2010 Key to sales and marketing alignment: Talk
For b2b sales and marketing execs eager to break down the silos, don’t look to software to close the loop, according to b2b sales expert Brian Carroll. In this video from MarketingSherpa’s recent 2010 B2B Summit Carroll talks about the key ingredient to aligning sales and marketing departments. Sales & Marketing MORE >>
- Business to business sales trends for 2011 FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
- Heading to Dreamforce FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
- Follow the Lead - Untitled Article FOLLOW THE LEAD | THURSDAY, DECEMBER 2, 2010
- Ignore social media at your peril: ten reasons why FOLLOW THE LEAD | THURSDAY, DECEMBER 2, 2010
- Business Blogging 101 FOLLOW THE LEAD | TUESDAY, NOVEMBER 30, 2010
- New online scorecard for b-to-b sales and marketing reps FOLLOW THE LEAD | TUESDAY, NOVEMBER 23, 2010
- Keeping Social Media Under Control FOLLOW THE LEAD | THURSDAY, NOVEMBER 18, 2010
- Why sales and marketing execs should try a little ‘role reversal’ FOLLOW THE LEAD | TUESDAY, NOVEMBER 16, 2010
- Assessing experienced sales reps’ worth FOLLOW THE LEAD | FRIDAY, NOVEMBER 12, 2010
- Email campaigns should be the start of the conversation FOLLOW THE LEAD | WEDNESDAY, NOVEMBER 10, 2010
- Social media benchmark survey FOLLOW THE LEAD | MONDAY, NOVEMBER 8, 2010
- Making the most of your prospect data FOLLOW THE LEAD | THURSDAY, NOVEMBER 4, 2010
- Election cycles mimic sales cycles FOLLOW THE LEAD | MONDAY, NOVEMBER 1, 2010
- Data hygiene doesn’t have to be a mess FOLLOW THE LEAD | THURSDAY, OCTOBER 28, 2010
- Being cool to cold calling FOLLOW THE LEAD | TUESDAY, OCTOBER 26, 2010
- CSO Insights: Take survey, get back great data FOLLOW THE LEAD | MONDAY, OCTOBER 25, 2010
- Do you need to hire a social media director? FOLLOW THE LEAD | THURSDAY, OCTOBER 21, 2010
- The Sweet Spot: Finding the ‘voice’ of the customer FOLLOW THE LEAD | TUESDAY, OCTOBER 19, 2010
- Controlling your online destiny FOLLOW THE LEAD | THURSDAY, OCTOBER 14, 2010
- Price of permission-based b-to-b e-mail continues to drop FOLLOW THE LEAD | TUESDAY, OCTOBER 12, 2010
- Deploying online video to reel in lead generation FOLLOW THE LEAD | THURSDAY, OCTOBER 7, 2010
- Crush Plan: 10 Steps for Inside Sales FOLLOW THE LEAD | WEDNESDAY, OCTOBER 6, 2010
- The Sweet Spot: Kimmel seeks to expand the DMA’s terrain FOLLOW THE LEAD | WEDNESDAY, OCTOBER 6, 2010
- Listening (more closely) to voice of the customer FOLLOW THE LEAD | THURSDAY, SEPTEMBER 30, 2010
- ‘Sarketing,’ or when sales and marketing are in sync FOLLOW THE LEAD | TUESDAY, SEPTEMBER 28, 2010
- Flip the sales funnel using social media FOLLOW THE LEAD | THURSDAY, SEPTEMBER 23, 2010
- ZoomInfo introduces new business information platform FOLLOW THE LEAD | TUESDAY, SEPTEMBER 21, 2010
- Mapping out the b-to-b sales territory FOLLOW THE LEAD | FRIDAY, SEPTEMBER 17, 2010
- Sales-leader jobs: 7 questions candidates should ask FOLLOW THE LEAD | TUESDAY, SEPTEMBER 14, 2010
- Sales-leader jobs: 7 must-ask interview questions FOLLOW THE LEAD | THURSDAY, SEPTEMBER 9, 2010
- Social Media Spending Up; Still Tiny Portion of the Marketing Budget FOLLOW THE LEAD | TUESDAY, SEPTEMBER 7, 2010
- What’s the sound of one hand clapping? Email marketing FOLLOW THE LEAD | THURSDAY, SEPTEMBER 2, 2010
- ‘Smarketing’ gets the pitch, but are b-to-b companies buying? FOLLOW THE LEAD | TUESDAY, AUGUST 31, 2010
- Why scripted corporate social media bugs me FOLLOW THE LEAD | THURSDAY, AUGUST 26, 2010
- The Sweet Spot: A few salient questions about ‘smarketing’ FOLLOW THE LEAD | TUESDAY, AUGUST 24, 2010
- Weekend reading: Stats on social media in b-to-b FOLLOW THE LEAD | FRIDAY, AUGUST 20, 2010
- The Sweet Spot: What’s your policy on social media? FOLLOW THE LEAD | THURSDAY, AUGUST 19, 2010
- ‘Clicking’ with customers by chatting FOLLOW THE LEAD | WEDNESDAY, AUGUST 18, 2010
- Sales-exec-as-publisher-model taking shape FOLLOW THE LEAD | TUESDAY, AUGUST 17, 2010
- How folks used to ‘follow’ the Grateful Dead. Sound familiar? FOLLOW THE LEAD | THURSDAY, AUGUST 12, 2010
- The Sweet Spot: When ‘empire building’ gets in the way FOLLOW THE LEAD | WEDNESDAY, AUGUST 11, 2010
- ‘Dialing for Dollars’ is getting quite expensive FOLLOW THE LEAD | THURSDAY, AUGUST 5, 2010
- Zales tapped for BtoB’s ‘Who’s Who in B-to-B’ FOLLOW THE LEAD | WEDNESDAY, AUGUST 4, 2010
- Zales tapped for BtoB’s ‘Who’s Who in B-to-B’ FOLLOW THE LEAD | WEDNESDAY, AUGUST 4, 2010
- Gen Y wave approaching shores of b-to-b sales FOLLOW THE LEAD | TUESDAY, AUGUST 3, 2010
- Gen Y wave approaching shores of b-to-b sales FOLLOW THE LEAD | TUESDAY, AUGUST 3, 2010
- Web tracking tools turning into a ‘must-have’ FOLLOW THE LEAD | FRIDAY, JULY 30, 2010
- Web tracking tools turning into a ‘must-have’ FOLLOW THE LEAD | FRIDAY, JULY 30, 2010
- DMA YouTube channel focuses on best e-mail practices FOLLOW THE LEAD | THURSDAY, JULY 29, 2010
- DMA YouTube channel focuses on best e-mail practices FOLLOW THE LEAD | THURSDAY, JULY 29, 2010
- Lead nurturing needs more nurturing FOLLOW THE LEAD | TUESDAY, JULY 27, 2010
- Lead nurturing needs more nurturing FOLLOW THE LEAD | TUESDAY, JULY 27, 2010
- Survey: Quality (not quantity) of leads Job One for marketers FOLLOW THE LEAD | THURSDAY, JULY 22, 2010
- Survey: Quality (not quantity) of leads Job One for marketers FOLLOW THE LEAD | THURSDAY, JULY 22, 2010
- Dialing up SLMA Radio FOLLOW THE LEAD | WEDNESDAY, JULY 21, 2010
- Dialing up SLMA Radio FOLLOW THE LEAD | WEDNESDAY, JULY 21, 2010
- Slide in semiconductor sales a sign for other b-to-b reps? FOLLOW THE LEAD | TUESDAY, JULY 20, 2010
- Slide in semiconductor sales doesn’t bode well for other b-to-b reps FOLLOW THE LEAD | TUESDAY, JULY 20, 2010
- Price of permission-based b-to-b e-mail continues to fall FOLLOW THE LEAD | MONDAY, JULY 19, 2010
- Price of permission-based b-to-b e-mail continues to slide FOLLOW THE LEAD | MONDAY, JULY 19, 2010
- Welcome to Widget TV FOLLOW THE LEAD | FRIDAY, JULY 16, 2010
- The sales side is committed, but is marketing involved? FOLLOW THE LEAD | TUESDAY, JULY 13, 2010
- BuyersZone taps ‘20 Great Sales Blogs’ FOLLOW THE LEAD | MONDAY, JULY 12, 2010
- The Sweet Spot: We’re all ‘smarketers’ now FOLLOW THE LEAD | THURSDAY, JULY 8, 2010
- Report shows too much ad hockery in SEO practices FOLLOW THE LEAD | TUESDAY, JULY 6, 2010
- Making order out of the chaos FOLLOW THE LEAD | THURSDAY, JULY 1, 2010
- AA-ISP names ZoomInfo ‘Provider of the Year’ for SaaS, CRM, Productivity FOLLOW THE LEAD | WEDNESDAY, JUNE 30, 2010
- Onboarding: Invest now or pay (dearly) later FOLLOW THE LEAD | TUESDAY, JUNE 29, 2010
- Gone in sixty seconds? FOLLOW THE LEAD | THURSDAY, JUNE 24, 2010
- Are you budgeting for easy listening in a rock-and-roll era? FOLLOW THE LEAD | TUESDAY, JUNE 22, 2010
- Study: Is social a source for b-to-b leads? FOLLOW THE LEAD | FRIDAY, JUNE 18, 2010
- Pivot in marketing means more personalized messaging FOLLOW THE LEAD | WEDNESDAY, JUNE 16, 2010
- Study points to risks (and rewards) of social media FOLLOW THE LEAD | THURSDAY, JUNE 10, 2010
- Why does it always seem like marketers are running in place? FOLLOW THE LEAD | TUESDAY, JUNE 8, 2010
- Sans buy-in from C-level, forget about building social networks FOLLOW THE LEAD | THURSDAY, JUNE 3, 2010
- Pre-production half the battle in creating meetings with C-level FOLLOW THE LEAD | TUESDAY, JUNE 1, 2010
- B-to-B Sales and Marketing Snapshot: 2010 FOLLOW THE LEAD | THURSDAY, MAY 27, 2010
- B-to-b suppliers and the (burgeoning) industries that need them FOLLOW THE LEAD | WEDNESDAY, MAY 26, 2010
- When social media ‘will be like air’ FOLLOW THE LEAD | TUESDAY, MAY 25, 2010
- The ego that lurks behind every b-to-b purchase FOLLOW THE LEAD | THURSDAY, MAY 20, 2010
- Why calling prospects ‘just to touch base’ is the kiss of death FOLLOW THE LEAD | TUESDAY, MAY 18, 2010
- Understanding the socially savvy b-to-b buyer FOLLOW THE LEAD | THURSDAY, MAY 13, 2010
- Mixed bag on ability of comp plans to drive sales FOLLOW THE LEAD | TUESDAY, MAY 11, 2010
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