Cape Cod Fishing Reports and Lead Quality Reports

I like to fish the waters off Cape Cod in the Summer for Striped Bass. If you read the fishing reports, theoretically, they should give you the required the information to catch the fish. This weekend, for example, the reports said the stripers were biting squid off the Monomoy Rips at the tide change. So,Continue reading “Cape Cod Fishing Reports and Lead Quality Reports”

Why Marketers Should Think Like Sales Managers When Hiring

After my speech last week at the Marketo’s Marketing Nation 2014 In San Francisco,  I walked off the stage and immediately started thinking “Oh, I should have talked about this”.  There is just a lot to the topic of high velocity sales teams, too much to cover in 45 minutes, even too much to coverContinue reading “Why Marketers Should Think Like Sales Managers When Hiring”

Clinton “Thinking About Running” vs. “High Velocity Lead Generation”

Yesterday I spoke at the Marketo Marketing Nation Summit on a topic entitled “Build a High Performance, High Velocity, Lead-Generating B2B Machine.  The room was packed with 500+ people which surprised me, but made it fun. I uploaded the slide deck here, as some people wanted copies of the graphics.Marketo Presentation- SEMPLE Despite my bestContinue reading “Clinton “Thinking About Running” vs. “High Velocity Lead Generation””

My New Book: Digital CMO’s Guide to Marketing Measurement

Over the past year, nights and weekends I have been working on a book encapsulating my learnings at Vkernel implementing a high velocity, B2B marketing team.  Most of my career experience up to that point had been in operations as a naval officer and high touch B2B sales and marketing.  VKernel was an interesting learningContinue reading “My New Book: Digital CMO’s Guide to Marketing Measurement”

Why MQL (Marketing Qualified Lead) By Itself is Not a Useful Metric

I have come across many marketing organizations that use the metric of “Marketing Qualified Lead” or MQL as the goal that drives B2B marketing demand generation.  Theoretically, if marketing supplies the required number of MQLs, then sales will hit their revenue goals.  Neither part of this statement is accurate, but for this posting, we willContinue reading “Why MQL (Marketing Qualified Lead) By Itself is Not a Useful Metric”

The One Day Sales and Marketing Operations Tune Up

Yesterday’s blog walked through the Twenty Questions that all VPs of Sales and VPs of Marketing should be able to answer on a Monday about last week’s performance.  High velocity lead generation models require significant operational focus. If you can’t answer these questions, what do you do?  Below is a one day agenda for anContinue reading “The One Day Sales and Marketing Operations Tune Up”

20 Questions for VPs of Sales and Marketing on a Monday

It is Monday, can you answer the following 20 questions? Do you know where your traffic came from last week, the conversion rates, and the week over week changes? What bloggers  wrote about you? What was hot on social media for your domain area? How many leads were created and what was the goal? DidContinue reading “20 Questions for VPs of Sales and Marketing on a Monday”

Six Quick Ways to Increase B2B Revenue Today

Most CMOs and VP of Sales spend their time and focus on messaging, sales skills training, closing deals, branding, and lead generation. But due to the operational demands in the B2B sales process, most companies easily waste 20% of their revenue in the multiple systems and people hand offs that prospects encounter as they goContinue reading “Six Quick Ways to Increase B2B Revenue Today”