In a recent piece of research by Fournaise Marketing Group “80% of CEOs Do Not Really Trust Marketers (Except If They Are “ROI Marketers”)” it’s finally been revealed that CEO’s really don’t trust the numbers they’re getting from B2B marketers. CEO’s are saying that B2B marketers have to
Read more →As the old adage goes, “what gets measured gets done”, right? Well, that’s great as long as you’re measuring what really matters. As an old sales pro with a marketers hat on, I’m always interested in tracking outcomes that are directly linked to revenue. But it’s common to see people
Read more →Like most things in life, it’s always easier if you start out with the end in mind. A common situation I find with many businesses when discussing sales pipelines are not lost deals but “stalled deals”. This isn’t a qualification issue with lead generation, which would mean that prospects
Read more →This might sound like a bold statement but here we go – your business development strategy is based on assumptions. The reality is, that’s true for everyone. Now, that’s not necessarily a bad thing, but if you don’t at least check the validity of what’s under-pinning your strategy then
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