7 Reasons Not To Modify Your CRM

A LinkedIn post the other week from someone who got HubSpot for Christmas got me thinking back to the simplicity and efficiency of having a fresh CRM without modifications. After working 20+ years with CRMs as a CMO, COO and VP of Sales, the modifications we do to our CRMs rarely provide the value weContinue reading “7 Reasons Not To Modify Your CRM”

Setting up a Podcasting Studio in Goto Meeting – Part 3 – Microphones

In the prior two posts, we walked through much of the set up of the computers for a podcasting/webinar studio.  In this post, we will walk through how to do the microphones. Audio is easy, right?  Just put on a USB headset and you are all set? Yes? Sort of – for a studio whereContinue reading “Setting up a Podcasting Studio in Goto Meeting – Part 3 – Microphones”

Setting Up a Podcasting Studio for #GotoMeeting – Part 2

With the requirements from Part I spelled out, we started to take a look at the people and system requirements needed to run a webinar, specifically, what it would take to build a podcasting studio. Podcasting Organizer First, it was pretty obvious that someone needed to have the role of webinar organizer.  This would beContinue reading “Setting Up a Podcasting Studio for #GotoMeeting – Part 2”

How to Set Up a Podcast Studio for Goto Webinar/Meeting

  With the prevalence of webinars, podcasts and live streaming as a key staple of marketing communications, every company needs the capability to professionally run these types of events.  For large companies,  it is not uncommon to find a dedicated team and studio set up for this using professional equipment.  But for small to midsizeContinue reading “How to Set Up a Podcast Studio for Goto Webinar/Meeting”

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”

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”

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”

Matching Marketing Output with Sales Input

How do you know the leads marketing is sending to sales are actually getting to a sales rep?  Checking for a successful hand off between sales and marketing is a critical, but often very much overlooked step in the B2B sales process. Without checking for the hand off,  marketing qualified leads (MQLs) could end upContinue reading “Matching Marketing Output with Sales Input”