Last week I had the pleasure of wandering the floor at Dreamforce, Salesforce.com ’s annual conference. As the SaaS conference of the year,...

Earlier, we introduced the financial metaphors for balance sheet and income statement when looking at B2B marketing analysis. Following on...

I often get asked how one measures success in aligning marketing and sales. Alignment is a fairly fuzzy concept, so it’s hard to find a defi...

In a recent post, we talked about the three key elements in the Marketing Automation/CRM integration stack ; data, activity, and process. T...

Integration between Marketing Automation systems and CRM systems allows a very powerful and valuable flow of data, and business alignment, b...

Much of our discussion to date on this blog has focused around the new purchase scenario. However, in today’s world, the focus on existing ...

As B2B marketers , many of us have mainly focused on lead flow to sales as our key driver. Lead flow is definitely an important and vital pa...

Should we allow sales to cherry pick leads that, based on lead scoring, we have deemed not to be ready for sales? Steve Kellogg at Astadia r...

I was talking with Stefan Tornquist the other day while we got ready for a video webcast with On24 (see the webcast here ). We spent some ti...

(David Armano wrote an inspiring post last week challenging us to "Think Visually" - http://darmano.typepad.com/logic_emotion/2009...

As refined as today's CRM systems are, they suffer from an age-old problem; sales rep adoption. They have come a long way in terms of us...

An interesting chat between Rob Leavitt ( http://tinyurl.com/66ox38 ) and Drew Neisser ( http://tinyurl.com/6lsmdl ) on Marketing as a Servi...