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”

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”

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”

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”

Lead Quality’s Impact on Sales Staffing and Margins

A post on HubSpot this morning titled “Check Out This Chart: The Rise of Marketing Is Killing Off Jobs In Sales” spurred me to do a quick analysis of lead quality vs. sales headcount.  Why have I been thinking of this? With a fixed call volume for an inside sales team, the more leads youContinue reading “Lead Quality’s Impact on Sales Staffing and Margins”