Let the Sales Team Set Your Scoring – Beyond Basic Lead Scoring

At my most recent talk at MarketingNation,  I asked the audience how many people used lead scoring.  Nearly the entire audience raised their hand. Then I asked how many people allowed sales to set the scores, just a few hands shot up. This was surprising since marketers that don’t allow sales to set scoring areContinue reading “Let the Sales Team Set Your Scoring – Beyond Basic Lead Scoring”

Marketing Nation Presentation – 15 Things Not To Tell Your CMO #MKTGNATION

I presented at my third Marketing Nation yesterday. First year was on metrics, last year on sales and marketing alignment, this year it was on “15 Things Never to Tell Your CMO”.  I think I got the title wrong, as a better title would have been “How to Get Those Terrible Marketing Meetings Back onContinue reading “Marketing Nation Presentation – 15 Things Not To Tell Your CMO #MKTGNATION”

Cannolis are Good Eats, Not Good Leads

Last post we talked about the customer journey and its importance to marketers.  One problem if you fail to follow the journey is your marketing tactics just don’t work.  Simple analogy – if you walk into a car dealership to look at a car, and the salesman walks up to you and asks “Do you wantContinue reading “Cannolis are Good Eats, Not Good Leads”