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 learning…

By the Numbers – Nurturing Doesn’t Cure Poor Lead Quality

Have you ever reviewed a marketing program and seen terrible opportunity creation results and been told that the names just need to be nurtured?  Mathematically, this doesn’t work and I will explain why, but first a nuance. Nurturing is critical to stay in front of prospects.  Nurturing is important to stay in front of the…