Find out what’s working; what’s not; and as much as possible about perceptions. This is the second of two posts about CMOs and the challenges they face. In first post, we reviewed our thoughts about how CMOs obtain their jobs; and we posed a question about how to approach that first day in the office. In this post, we’ll try to answer that question, especially in the context of fixing a broken marketing organization. First – and most important – keep your finger off the “reboot” button. New executives sometimes feel a compulsion to clean house and start with a blank slate. Don’t do that. MORE >>

It’s not much different than working a qualified lead. Obtaining sponsorship and resources to implement (or replace) a marketing automation solution is no easy task. Your biggest challenge will always be in the executive suite. Depending on the structure of your company, your peers may need convincing as well. troubled economic environment usually means a harder sell. These are some of the typical challenges we’ve experienced or heard about: Buy-in from and alignment with the sales organization, and possibly with other departments that may be involved peripherally, e.g., Finance and IT. MORE >>

Of more importance:  The people who work for you can’t do their jobs properly without process documentation. This is the third (and last) in a series of blog entries about sick sales funnels.  In the first installment, I reviewed symptoms that may indicate the presence of illness. In the second, I discussed questions and issues that could point to a diagnosis.  In this installment, I’ll prescribe cures to make the patient fit enough to run triathlons. Let’s review the obvious tactical remedies. Segment and focus like there’s no tomorrow:  Your marketplace is not homogenous.  MORE >>

We prefer to step back and take a more holistic perspective about the significance of Covey’s work.  In the process, those organizations probably became better places to work.  Here at LeadFormix we mourn the passing of Stephen Covey, author of 7 Habits of Highly Effective People and other books that brought together essential wisdom for improving the quality of human existence.  In some cases, the book was mandatory reading.  Companies sent entire departments to week-long training courses based on the book’s principles. Note that the focus is on success, not money or wealth.  MORE >>

Having worked with many B2B companies, assisting them with their social media efforts, I have come to believe that social media yields best results when it is used by B2B companies for nurturing Leads rather than for generating Leads. Social Media is witnessing a phenomenal increase in the number of Enterprise users. B2B Companies are finally realizing the great potential offered by social media in closing the distance between them and their customers. It is no surprise then, to see companies incorporating at least some bit of social media activities into their overall marketing plans. MORE >>