The B2B Sales Pipeline: Turning Clicks into Customers

What is a sales pipeline? In both the business to business (B2B) and the business to consumer (B2C) world, sales organizations work to quantify the number of leads they are currently trying to convert into customers. This provides them with a prediction as to whether they are going to meet the goals of the organization as it pertains to acquisition counts and value. It also provides marketing departments with a sense of urgency as to

The Disrupter in Marketing Automation

When I recently wrote about the past, present and future of marketing, one area of focus was marketing automation. I spoke about how the industry was truly split. There are low-end solutions that require you to match their processes in order to be successful. These aren’t inexpensive… many costs thousands of dollars per month and basically require you to retool how your company works to match their methodology. I believe this spells disaster for many