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The Evolution of Account Based Marketing: Interview with Jon Miller

Jon Miller Engagio

“I didn’t invent the term, ‘account based marketing,’ but I certainly poured a lot of fuel in that fire.” Jon Miller Last year, I sat down with Jon Miller and talked about account based marketing (ABM). Wow, a lot has changed in a year as ABM is on the radar of most organizations. Today, I sit down with Jon again to get ... Read More »

The Vanishing MQL–Are Your Salesforce Contacts Lost in Space?

MQL Lost Salesforce.com

Every company wants more marketing qualified prospects feeding the Sales team. However, a funny thing can happen with organizations that leverage Salesforce–A Lead can get converted into a Contact and never get seen again, almost like George Clooney in Gravity. The end result is significant lead leakage and wasted investment as these Contacts can fall out of the funnel. Does your company convert Leads into Contacts without ... Read More »

Sales & Marketing Alignment in a Full Revenue Cycle

strategy

To maintain pace in a modern B2B marketing environment, it has become crucial to think in terms of a full revenue cycle, from initial awareness to sales closed, instead of simply in terms of a sales cycle. The full revenue cycle requires both sales & marketing departments working together towards the same revenue goals. McKinsey & Company recommends in a ... Read More »