Lead Generation

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What Does a CMO Need to Know About Lead Generation?

  Mastering lead generation is a sort of holy grail for all B2B marketers. The CMO position should be attuned to new methods in lead generation, especially new digital channels. These methods of outreach will help to expand a business more quickly than perhaps any other method. Here are a few of the most important aspects

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The Perfect Building Products Threesome – Marketing, Sales AND Leads, Part 2

Part 2: The Impact Sales and Marketing Can Have When Working Together In Part 1 of this series, I referenced a MarketingSherpa study that was, at best, discouraging to marketers. But in this post, I hope to bring you back from despair. There is a real trend happening in the B2B marketplace between Marketing and

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The Perfect Building Products Threesome – Marketing, Sales AND Leads, Part 1

Part 1: The Set-Up – The Problem with Marketing in Today’s World After a quick review of MarketingSherpa’s 2012 B2B Marketing Benchmark Report, I learned that of the 1,745 B2B organizations that participated, 61% still send all leads that respond to a marketing campaign directly to Sales. Furthermore, most of those marketing teams have not

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