Extreme Make-Over Tips to Be a Social Business
Becoming a Social Business, or Social Enterprise as some call it, is a multi-faceted transformation. We’re talking big “T” versus little “t” transformation and it starts with people, their attitudes,...
View ArticleSolving the Riddle of Demand Generation
Driving demand that results in customers is Marketing’s primary mission. Yet Chief Marketing Officers (CMO) struggle to deliver predictable pipelines which has hurt its credibility in the Board room....
View ArticleNecessity is the Mother of Invention
The Buyers’ Journey methodology we developed and help companies implement was born from my days as a serial CMO. There just had to be a better way to drive Marketing ROI and pipeline. The principles...
View ArticleBig Thinkers, Wine, Lithium and the Perils of Social Change
The catalyst was a book launch of Lithium’s chief scientist Dr. Michael Wu. The location was the Prospect Restaurant in San Francisco’s trendy south of Market. Invited was a veritable ‘whos who’ of...
View Article6 Laws of Social Transformation
As uncertainty continues in the economy, winning new revenue is increasingly challenging. How B2B companies purchase their direct and indirect goods and services has changed. For vendors selling to B2B...
View ArticleHow CMOs can use Social Tactics to Outsell Sales
I’m presenting a session about embracing Buyers’ Journey during DemandCon, taking place in San Francisco during March 5-7, 2012. Click through to see more details… San Francisco (I-Newswire) March 3,...
View ArticleBuyer 3.0 (a.k.a. What Social Tells You About Buyers)
The klaxons are ringing in corporate halls. To use an old praise, someone “moved the cheese”. Marketing programs are struggling to consistently produce qualified leads that convert; prospect...
View ArticleChief Revenue Officer: A Failed Experiment or an Evolutionary Step?
The clash between marketing and sales departments has fostered the growing popularity of a new position – the Chief Revenue Officer – to bring the finger-pointing under wraps and align the two...
View Article14 Articles Every CMO Should Read
A couple weeks ago I wrote a post “The Myth that Marketing Automation Reveals Buyers’ Journeys” that explained there was increasing consensus among analysts, academics and consultants about changes in...
View ArticleBecome Customer-Centric in 4 Steps
There’s a lot of discussion in marketing communities about how important the customer is and the role of customer experience programs, but few offer a prescriptive pathway to improving customer...
View Article3 Steps To A Killer Content Strategy
Originally posted on Salesforce.com Blog at http://blogs.salesforce.com/company/2013/10/killer-content.html 30% of B2B marketing budgets are spent on content according to the 2013 B2B Content...
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