Cost Per Opportunity (CPO). Even though it generated fewer clicks and fewer leads, it generated twice as many sales opportunities, and therefore, had half as high of a cost per opportunity ($200 CPO compared to $400 CPO). Paid Media - whether it’s search, social, display, etc. - MORE

At the recent Aberdeen Group Chief Procurement Officer (CPO) Summit in Boston, we heard loud and clear, the buyers’ viewpoint. That’s a question that keeps almost every B2B marketer up at night. MORE

Recently, Dave Scott , Founder & CEO of Marketfish and author of “The New Rules for Lead Generation: Proven Strategies to Improve Marketing ROI,” joined Act-On CPO David Fowler for a discussion about how to grow a database responsibly with third-party data. MORE

Of the people who attended your show, you ideally want to determine how many opportunities were created, how much pipeline, how many were closed/won and for how much bookings, and cost per opportunity (CPO). MORE

Past adventures CPO @Klout, CEO at Talkingpoint, president @MarketWatch, founder/chairman/CEO at BigCharts Philip’s. Note: This post, a joint effort between Cheryl Burgess and me, originally appeared on the Blue Focus Marketing Blog last month. MORE

Sheryl Sandberg, COO; Chris Cox, CPO; and Mark Zuckerberg, cofounder and CEO, have all flatly said that Facebook is a tech company. For years, Facebook has denied that it’s a media company. MORE

The Aberdeen Group’s Chief Procurement Officer (CPO) Summit in Boston last week was an insightful learning experience—learning that I will enjoy sharing with you over the next few pieces on my blog. MORE

I created the same concept for a belief near and dear to our CPO David Cancel -- you have to work with swagger to succeed. When it comes to creating calls-to-action, big brands have the luxury of full-time designers and -- the magical word -- budgets. MORE