Display scores in a way that is useful to sales. B2B Lead Generation | Only 1 out of 5 companies have a lead scoring methodology in place. This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. It’s really ugly. With most companies dumping unfiltered leads to sales and on 1/2 of those salespeople making quota – it’s clear that the world of B2B Sales and Marketing is dysfunctional today. Sales is wasting valuable cycles on unqualified opportunities – wasting scarce resources. But how do you separate good leads from bad ones? MORE >>

Let’s use the definition from the experts over at MarketBright : “In a nutshell, Progressive Profiling allows you to set up display rules for surveying and generating registrations based on the presence or absence of particular prospect details. Do you want to collect prospect info? If so, you need to do it right. Content marketing is growing by leaps and bounds, with good reason.  Prospects are looking for information and not interruption while engaged in your B2B lead generation programs.  For more information, go visit the experts over at Junta42. Shame on you, Oracle. MORE >>

The first part of this process is to think about what aspects of your company and its technology, products or services is worthy of being called Industry Leading, or displays Thought-Leadership. It’s Provide valuable content for free – to educate your prospects while displaying your thought-leadership. I’m pleased to bring you a series of interviews with thought leaders in B2B Sales and Marketing. This This time we interviewed a great marketing expert, Eric Goldman, Managing Partner of  Gossamar — an expert in inbound marketing. And only then will the risks diminish. MORE >>

InTouch and Brian Carroll produced a nice graphical display in their article, The Physics of Trigger Events for Lead Generation. B2B Lead Generation : Harnessing Trigger Events. Knowing whom to call and precisely when to call is the Holy Grail of B2B marketing and sales today. good friend, Craig Elias, has written the definitive book on Trigger Events , Shift. And another good friend, Bob Apollo of Inflection Point wrote a great article called Trigger Event Marketing. Trigger events are things happening on the buyer side which make them stand up and take notice. Perfect time to call him. MORE >>

Each of our executives stared at this display for a minute. Instead, he appealed to the elephant – shocking them with the visual display of purchasing inefficiencies. The emotional elephant was addressed by the graphic display of a clear tube filled with fat. B2B Demand Generation | Aligning Sales and Marketing – the Importance of Elephants. Each day I hear the drumbeat… Align sales and marketing for revenue results. One problem: The message is wrong and is not working. Marketing and Sales are as far apart as ever in most firms. It makes sense. ”). MORE >>