Instrumenting the B2B Revenue Cycle
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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 on…
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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 want…
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Customer Journey – The Real Process That Matters
Everyone has their funnel sales steps, their sales process, their lead follow up system. If you have read my book on marketing metrics, you get an outline for how to measure the marketing process from driving traffic, converting the traffic, nurturing, passing leads to sales and into the sales funnel. But what all these processes…
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Hindsight is 20/20 – 15 Things Early Stage Companies Shouldn’t Overlook
I presented this morning at the Cambridge Innovation Center at a Growth Hacker Event sponsored by ChimaeraLabs. My PPT is attached – I will write up a longer blog post explaining the deck, but I wanted to get it posted for people looking to get a copy. The genesis of my presentation was basically,…
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Time to Ditch Your Paper Notebook – Lessons Learned from Three Generations of Writing Tablets
Last month I picked up my iPad Pro with Apple Pencil which for me represented the third generation of writing tablets with styluses I have used since 2012. I started with the HTC Flyer, graduated to the Samsung Galaxy Tablet 10.1 2014 Edition, and now the iPad Pro. For the past four years I have…
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Real Time Web Site Traffic Measurements – What Daylight Savings Time Looks Like
In our marketing operations center, we track real time site metrics showing traffic across our sites. Why track real time traffic? To make sure the web is sending you your expected daily amount of traffic each day. If the traffic is up or down, you want to know about it. Large changes up or down…
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Aligning Sales and Marketing – Top 11 Things You Can Do Today
This list is based on a talk I did at Inbound15. The talk was around how the marketing consultants are leading us astray with sales and marketing alignment. This is a distilled list of the action items. Good Luck! 1. Throw out written service level agreements Nothing says we are not on the same team…
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How to Implement Agile Marketing – Part III – Cadence
Been a long break since part I and part II, but here is the final part of implementing agile marketing. Agile requires you to operate sprints in which you add tasks using up story points or hours that equal the total available capacity for your team. Each sprint has some overhead as you must meet…
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Part II – Implementing Agile Marketing – Modifications
My last posting talked about our road to agile marketing. In this posting, I will cover the differences we saw between classic agile and our agile marketing to make it all work. When I studied how software development teams work, I noticed there were some differences with how our marketing organization was set up compared…
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