ABM in Action

JUNE 29, 2023

Traditionally, leads and accounts were treated as incompatible — but Jon Russo, CMO of sales and marketing performance firm B2B Fusion , explained that many practitioners have a lead motion and an account motion, and they exist as two separate entities. Why is it important practitioners unite their funnels?

Top of Funnel 52

Top of Funnel Sales Qualified Leads Lead Scoring Lead Ranking 52

Marketing Insider Group

JULY 13, 2020

While in SAP Global Marketing we launched several thought leadership efforts, and one of the analyst partners I leveraged was IDC, and specifically their CMO Advisory Service. Kathleen recently retired from IDC after a long and distinguished career in marketing, including being a head of marketing and a CMO.

CMO 203

CMO Marketing AI Paid Search Agency Work Management 203

NuSpark Consulting

FEBRUARY 13, 2023

Trust plays a crucial role in generating leads and sales for businesses of all kinds. When potential customers trust a brand, they are more likely to take the next step and make a customer or sale. Enhances reputation: A trustworthy brand has a strong reputation, which can attract new customers and increase sales.

Generation 130

Generation Lead Scoring Lead Ranking Privacy Policies 130

The Marketing Blender

FEBRUARY 26, 2024

The complexity of business-to-business sales and marketing can make it hard to find a marketing agency or Chief Marketing Officer with the right experience to help you hit your revenue targets. Here is our guide for how to select a fractional CMO agency if you run a B2B company.

CMO 52

CMO Paid Search Agency Advertising Agencies Ad Agencies 52

B2B Marketing Analytics

NOVEMBER 29, 2020

Among the most interesting trends shaping the modern marketing function is the rise of a new breed of the CMOs called the “Revenue CMO”. The role of the CMO has undergone a radical shift especially in B2B technology companies, which are driving the revolution of this new breed of the CMOs.

CMO 100

CMO Marketing Attribution Multi-Touch Attribution Lead Scoring 100

Martech

JANUARY 6, 2023

While evaluating a short list of CMO candidates, I noticed something interesting. CMO candidates and selection committees don’t have it easy. CMOs have one of the most difficult jobs on an executive team. Companies must triangulate the changing business landscape, mixed CMO responsibilities and varied candidate pools.

CMO 113

CMO Tips Work Management Marketing Management 113

Hubspot

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Generation 69

Generation Lead Ranking Enterprise Management User-Generated Content 69

ViewPoint

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

Zoominfo

JUNE 12, 2023

Our session included go-to-market efficiency insights from ZoomInfo CEO Henry Schuck and CMO Bryan Law, as well as Bain Partner Mackenzie Bushy and Dell SVP of Global Sales Operations Prabha Ramakrishnan. As Schuck put it, there are really only three ways to drive sales efficiency. Check them out here.

Marketing Analytics Tools 130

Marketing Analytics Tools Efficiency Sales Management Product 130

Marketing Insider Group

JUNE 29, 2020

The following marketing quotes from todays leading CMOs and Marketing influencers describe their pandemic experiences and how they’ve adapted to this extreme culture shock. Four major marketing trends emerge from these CMO quotes: Communicating to connect (not promote). Perseverance. Giving back.

CMO 335

CMO Work Management Paid Search Agency Planning 335

Marketing Craftmanship

JANUARY 8, 2021

In my experience, the sales team typically forgets to ask prospects how they’ve learned about the company or product. The Holy Grail of Sales and Marketing Alignment. Marketing and sales alignment must be the highest strategic goal for every marketer. Gain a firsthand understanding of the sales process.

Work Management 264

Work Management Marketing Management Lead Scoring Lead Ranking 264

Act-On

APRIL 26, 2024

As organizations tighten budgets and headcount, marketers tend to experience those downstream impacts as longer sales cycles and lower conversion rates. But when your prospects are moving more slowly throughout their buying journey, our marketing leaders advise their peers to prioritize full-funnel engagement. “We

Lead Ranking 130

Lead Ranking Privacy Marketing Automation Services Peer-to-peer 130

Martech

APRIL 12, 2024

As a supporter of the program perspective for initiatives, I recognize the value of managing related projects, products and activities as a unified entity. While one-off projects have their place, they often involve numerous moving parts and in my experience, using a project-based approach can lead to crucial elements being overlooked.

Budget Programs 104

Budget Programs Work Management Allocation Product 104

6sense

JANUARY 6, 2022

Editor’s Note: CMO Coffee Talk is an open space for more than 1,300 CMOs to come together weekly with their peers and discuss timely, crowd-sourced topics. Matt Heinz of Heinz Marketing co-hosts these dynamic, illuminating conversations with 6sense CMO Latané Conant. . As the CMO, be the first to get certified.

Sales Management 62

Sales Management CMO Top of Funnel Peer-to-peer 62

Heinz Marketing

APRIL 14, 2022

CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. The CMO should partner closely with key functional peers.

CMO 109

CMO Relevance Enterprise Management Peer-to-peer 109

Marketri

OCTOBER 5, 2023

Recently, I had the opportunity to attend the CMO Summit in San Francisco, a gathering that brought together marketing leaders to discuss the current and future landscape of our industry. Embracing the AI Revolution The CMO Summit exhibited several discussions around the ever-evolving topic of Artificial Intelligence (AI) in marketing.

CMO 62

CMO Marketing AI Ethics Storytelling 62

ANNUITAS

AUGUST 19, 2014

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. ” Carlos Hidalgo : “We can’t just focus on a piece of the funnel. First of all, we have to understand that the funnel isn’t a buying process.

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

The Marketing Blender

MARCH 2, 2022

What is the fractional CMO scope of work? For a fractional CMO, scope of work is usually determined by a few different factors, including: The budget you have assigned to spend on marketing. Since there can be a great deal of variation, let’s begin with what a scope of work for your fractional CMO could include. Our Services.

CMO 98

CMO Marketing Budget Creation Marketing Budget Work Management 98

Marketing Insider Group

AUGUST 30, 2021

The problem with modern sales and marketing. I see with marketing (and sales) this: we get clinical and treat our customers as objects to convert rather than people who need help. revenue, leads, opportunities, etc.). I recently met with a group of sales and marketing influencers and we discussed trends and our projects.

Paid Search Agency 291

Paid Search Agency B2B Sales Marketing & Strategy CMO 291

Vision Edge Marketing

MARCH 30, 2021

If you had a chance to read the recent Korn Ferry article The CMO is Forever Changed , perhaps the statement “linking marketing activities and business results hasn’t always been the strong suit of CMOs” rang familiar. More technology and data than ever sits within grasp of every CMO. How has this worked out for the CMO?

Enterprise Management 281

Enterprise Management Work Management CMO Marketing Management 281

The Marketing Blender

FEBRUARY 9, 2022

What is a fractional CMO? If you’re thinking about outsourcing some (or all) of your marketing responsibilities, you may have stumbled upon fractional CMO services. What is a fractional CMO, how are they different from a marketing agency, and how can they support your business? What is a fractional CMO?

CMO 98

CMO Paid Search Agency Marketing Budget Creation Marketing Budget 98

Oktopost

MARCH 23, 2020

B2B marketing and sales professionals are fighting a daily battle to convert a finite number of leads. This is why automation of B2B marketing and sales activities appears inevitable. It’s clear that organizations looking to scale up embrace automation tools and solutions to boost their marketing and sales operations.

Marketing Automation Services 98

Marketing Automation Services Top of Funnel Marketing Automation Automation 98

Velocity Partners

FEBRUARY 27, 2024

You know, Marketo and Engagio founder and CMO at Demandbase (and, it just so happens, serial Velocity client). The excitement has turned to ashes for many B2B tech firms and CMO tenure is lower than ever. The penalty of sugar rush The sugar rush leads dilemma is largely at fault here. That Jon Miller. Few are paying attention.

Sales Management 77

Sales Management Top of Funnel Work Management Brand Identity 77

ANNUITAS

DECEMBER 11, 2023

But whether we are talking about well-thought-out ‘growth marketing’ programs or haphazard ‘inside-out,’ interruptive go-to-market tactics, random acts of marketing and sales are at a breaking point. Our ability to succeed through haphazard marketing and sales acquisition efforts is rapidly coming to an end.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

Martech

AUGUST 2, 2022

For the most part, online retailers have a physical process to manage, and the outcome of all this is inventory — the stuff they must keep lying around, waiting to be bought. Indeed, an important factor in taming unpredictability lies in aligning your sales and marketing efforts with your inventory. And operations?

Work Management 91

Work Management Marketing Management Top of Funnel Planning 91

SalesIntel

JULY 25, 2023

I understand better than most how crucial lead quality is for driving successful B2B marketing campaigns. But here’s the thing—many companies assume they have a clear definition of lead quality when in reality, they lack the necessary level of detail for effective targeting.

Lead Ranking 52

Lead Ranking Lead Scoring Ideal Customer Profiles CMO 52

SalesIntel

MAY 12, 2023

Inbound lead conversion is always one of the biggest concerns for marketing and sales departments. We’re constantly looking for new ways to maximize lead conversion but typically struggle with poor lead quality, even as the conversion numbers increase. Why is Lead Quality Important? Those leads will never convert.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 52

Heinz Marketing

OCTOBER 17, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing In the fast-paced world of B2B sales and marketing, the role of a Chief Marketing Officer (CMO) is both demanding and critical to a company’s success. Stress Management : The CMO role can be highly stressful.

B2B Sales 107

B2B Sales B2B Marketing CMO Paid Search Agency 107

seo.co

JUNE 28, 2020

What is an Outsourced CMO? When Do Businesses Hire Outsourced CMOs? + The Biggest Pros of Outsourcing a CMO. + The Biggest Cons of Outsourcing a CMO. + How to Find the Right Outsourced CMO. The tricky part is when you have to hire someone at a C-suite level, like a Chief Marketing Officer (CMO).

CMO 105

CMO Work Management Marketing Management Service 105

Biznology

OCTOBER 3, 2021

It seems like every week I see a new research report naming leads as the top priority of B2B marketing departments. It’s no wonder CMOs focus an estimated 85% of their efforts on acquisition. Ask any sales person, “What do you want from marketing?’ They’ll say, “Leads! Give me leads!” Lead Nurturing.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Leads 171

Velocity Partners

APRIL 9, 2024

At most B2B companies, the marketing/sales relationship has taken a wrong turn. The fact that they’re ignoring most MQLs while sourcing their own leads should tell you something is drastically wrong. The fact that they’re ignoring most MQLs while sourcing their own leads should tell you something is drastically wrong.

Sales Management 79

Sales Management Top of Funnel B2B Lead Ranking 79

NetLine

JUNE 22, 2023

The pain B2B demand gen marketing pros experience whenever sales fails to act on leads or dismiss them prematurely can be quite painful. Sales, conversely, pulls its collective hair out whenever marketing overpromises and underdelivers on quality buyer-level information.

Validation 97

Validation Sales Qualified Leads Marketing Automation Services High Quality Lead 97

Launch Marketing

MARCH 22, 2023

Case studies are also a way to add credibility and value at all stages of the lead funnel. How to Get Started on a Case Study The first step of developing a B2B case study is to get input from your sales, marketing and customer service teams to understand the breadth of feedback regarding the potential customer success story.

Case Study 111

Case Study Case Studies Studies Work Management 111

Convince & Convert

MAY 19, 2016

I don’t mean to get personal here, but do you have a leaky sales funnel? Are you losing some customers somewhere along their journey from initial contact to final sale? Or is your sales funnel fully clogged, in need of middle-of-the-night emergency attention that’s costing you a fortune? Guaranteed. Feature Study.

Top of Funnel 94

Top of Funnel Webinar Metrics Marketing Funnels Content 94

6sense

NOVEMBER 18, 2021

Editor’s Note: CMO Coffee Talk is an open space for more than 1,200 CMOs to come together weekly with their peers and discuss timely, crowd-sourced topics. Matt Heinz of Heinz Marketing co-hosts these dynamic, illuminating conversations with 6sense CMO Latané Conant. Coming Up on CMO Coffee Talk….

Account Based Marketing 62

Account Based Marketing CMO ABM Peer-to-peer 62

Heinz Marketing

MARCH 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Changing the dynamic of prospecting and lead management strategies.

Work Management 80

Work Management Marketing Management Budget Programs Marketing Budget 80

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. how CMOs can avoid common pitfalls through innovation.

Top of Funnel 93

Top of Funnel Lead Scoring Lead Ranking CMO 93