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MarketingProfs Daily Fix Blog
Does sales really care about leads? Maybe not.
If you ask Bill Binch, VP of Sales from demand generation software provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much as lead nurturing and lead scoring can help generate pipeline and revenue, by framing the discussion a…
Continue reading "What Does Sales Really Think About Marketing?"Nothing focuses the sales force on sales like a quota. But what does a CEO use to focus Marketing? Can Marketing really begin to source leads for Sales? And how can you really optimize the relationship between Sales and Marketing?
This podcast is the first in a series we’ve set up along with B2B m…
Continue reading "Sales is from Mars and Marketing is from Venus: A CEO’s Perspective"Ram Charan may not (yet) be a household name in business, but he’s not far from it. Consider him, “the man behind the man.” He’s advised iconic leaders like Jack Welch and countless other CEOs from Fortune 500 companies for the past couple of decades. Ram’s guidance tends to be well respected, so I…
Continue reading "Ram Charan Turns to Sales: Is Marketing Next?"In my youth, in the days before we males were rescued and transformed by feminism, it was popular among us boys to say the following about women: “You can’t live with them, and you can’t live without them.” The same can be said about proposals. Whether we work for the (Wo)Man or ourselves, proposals…
Continue reading "The Dirty Little Secret about Proposals"I know. You are all sick of hearing how wonderful Apple is, but bear with me. Randall Stross wrote a great piece in yesterday’s New York Times and I want to emphasize a few of his points, especially from the marketing perspective.
First – Just read the title of the article for a big clue: “Apple’s…
Continue reading "Apple Exemplifies ‘Connection’ With Retail Customers"Two keys to transparent marketing (which is the main concept in my book, Don’t Think Pink) are narrowing your focus and getting to know your customer community intimately. I tend to assume that this is a lot easier for smaller/closer-to-the-customer businesses to follow through on than it might be…
Continue reading "What Saks Knows"Good and great companies don’t sell price, they sell value. Still, too many businesses approach sales as if it is pricing combat between the seller and the buyer, and it is the seller’s duty to win at all costs, especially by discounting. This results in two things: discounting to any level to close…
Continue reading "Is Your Growth Focused on Revenues or on Margins?"