The marketing-to-sales lead process should be simple. Marketing generates quality leads, sales happily accept them, deals close, the MQL to SQL (Sales Qualified Leads) conversion rate is almost 100%, and everything is terrific, right? WRONG! If marketing holds onto...
Successful sales and marketing alignment seldom happens by accident or because everyone wishes it. It requires true conscious competence and a commitment by all key parties. Over several posts, I’ll share a demand generation alignment checklist that I’ve created and...
Every April, my hometown of Hopkinton, MA – the start of the Boston Marathon – turns into an athlete’s village when tens of thousands of runners and spectators descend on our streets to make their way along the 26.2 mile course into Boston. In years...
It’s fine to learn from your own mistakes, and it’s better to learn from someone else’s. Take inbound marketing for example. Countless businesses have tried to implement inbound marketing within their organization, only to fail miserably. And why? Not because of any...
Those of you who are familiar with us know that we take a somewhat unique approach to business management consulting. In addition to the research, reporting and advisements of traditional consultants, we actually enjoy getting our hands dirty with execution. That...
After years of cold-calling and prospecting, your sales team is now (or soon to be) receiving inbound leads for the first time. The question is, are they ready? In our experience, most sales teams are not; they ignore the key differences between inbound (warm) leads...