Funnel Marketing
Recent experience has reminded me that, as we in B2B seek to implement enterprise-class tools to support our marketing efforts in demand generation and sales… Read More »5 Ways to Kill Off Your B2B Marketing Automation Project
In previous blogs in this series, I have considered the importance of clearly defining target personas and then using engagement behaviour, combined with other structured… Read More »Optimising Digital Channels for Conversion in B2B
Introduction This is the second part of my post on what it takes to enable timely engagement with buyers in the B2B technology buying process.… Read More »Managing and measuring performance of the B2B sales funnel
Introduction This week I’ll continue my look, started with last week’s Blog, at Marketing’s contribution to sales pipeline and how the customer’s buying cycle must… Read More »7 Steps to Effective Pipeline Management – Part 2
The primary driver of B2B Marketing in high-tech markets is to feed the sales pipeline and generate a quantifiable contribution to revenue targets. Marketing is… Read More »7 Steps to Effective Pipeline Management – Part 1