Analytics, B2B and Optimization - B2B Marketing Zone

Marketing Needs to Put Skin in the Game

ViewPoint

MAY 20, 2016

Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages. How do you measure marketing’s accountability?

Enterprise Management

Enterprise Management SMB Sales Qualified Leads Allocation

What's it take to generate leads that fuel your forecast?

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Scott Brinker , author of Hacking Marketing, a great book about agile practices in marketing, sheds more light. They won’t get followed up.

Sales Qualified Leads

Sales Qualified Leads Forecasting PointClear Enterprise Management

B2B Marketing Zone

ViewPoint

Marketing Needs to Put Skin in the Game

What's it take to generate leads that fuel your forecast?

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