Most marketing ROI measurements are akin to driving a car while staring at the rear view mirror, you can't see that you are going to crash until the debris is already behind you. Return on marketing investment and accountability are MORE >>

webinars have reached critical mass and most b2b marketers, it seems, have added them to their marketing mix. but lately, i've watched some really bad webinars and webcasts. so rather than go on a screed about it, i thought i'd share MORE >>

to be successful at generating leads for a complex sale, marketers can't rely on one specific tactic but rather they need to leverage a portfolio of tactics. it begins with a mindset that see lead generation as an ongoing conversation MORE >>

my good friend, jill konrath, president of selling to big companies and leapfrog-strategies inc., was recently interviewed by selling power magazine on the topic of prospecting (sales person generated leads MORE >>

Being that the holiday season is upon us, its time for wish lists - and for small and medium business executives, there are no shortages of priorities to address. This week I’ll address what I feel should be the tops of any IT wish list for your organization. Wish 1: On-demand CRM Solutions For many businesses looking to turbo-charge their sales and marketing growth, having a managed sales process is important. Implementing the right CRM solution can make or break these initiatives. But are these on-demand solutions this hype-worthy? At the core of this initiative was on-demand CRM. MORE >>