Marketing says “tomato”, and sales says, “Give me more leads.” Having served on both sides, I have a unique understanding of what goes on inside the head of a marketer and inside the head of a sales rep (*shudder!*) Sales is measured on hitting a revenue target. If sales’ ability to hit their target depends on the quality and quantity of opportunities generated, then why not have marketing measured on their ability to generate qualified leads? Sales’ lead generation motivations are crystal clear; so what motivates marketing? MORE >>

As the former Managing Editor of DemandGen Report, Amanda covered the latest technology, trends and development in the marketing automation technology space, as well as the sales and marketing strategies central to demand generation. CMO, sales person, etc.) by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. Batista , a freelance writer, editor and content developer. Have you flawlessly planned and executed white paper campaigns? Maybe even driven real results by garnering click-throughs and page views galore? Tap the wisdom of your company’s own crowd. MORE >>

by Jesse Noyes | Tweet this We’re all familiar with the divide between sales and marketing. This exact situation was the topic of conversation yesterday at Dreamforce ’12 during a discussion among Splunk’s CMO Steve Sommer, Senior Vice President of Sales Tom Schodorf, Eloqua’s President, Alex Shootman , and CMO Heidi Melin. The group discussed two of the most common, recurring scenarios that plague sales and marketing, resulting in frustration and even dissension. Sales may have too few leads or too many. One, invest in lead scoring and sales enablement tools. MORE >>

Effective use of sales intelligence increases revenue productivity per sales rep by 17%. Cloud-based CRM sales are expected to nearly $6.4 by Jesse Noyes | Tweet this If you were at Eloqua Experience last week, you probably heard a lot of stats cited. It’s inevitable. At every event we hear statistics rattled off as speakers and attendees attempt to quantify the world around them. It’s for good reason. Data is simply exploding as social, mobile and apps change the way we work, collaborate and deliver marketing campaigns. Your wish is our command. Source ). Source ). MORE >>

Combining these methods speed up the movement of your buyers through the sales and marketing funnel. One of the best ways to drive return on any marketing investment is to alert them to sales of leads’ the hot-button issues, allowing them to start a conversation with the buyer. by Steven Woods | Tweet this There’s no doubt that social media has been a disruptive force on B2B marketing. Yet, many marketers struggle with how to use social media to go beyond awareness, to actually drive revenue. m here to tell you it’s not magic. Extending Your Reach. Wins are great. MORE >>