All too often, marketing leaders focus on generating MQLs through sophisticated intent scoring, but ask yourself, are you measuring the right things? Candice Mueller, a marketing leader at ABC Fitness, Aforza, Salesforce, and Oracle, argues

Teams, individual athletes, dancers, musicians, actors, and public speakers who excel all engage in regular practice and coaching routines. In previous posts, we have discussed the link between these professions and those of us who

Everyone owns the top of the funnel. It’s an old expression that needs a new definition for a buyer journey that has become 70% digital and self-directed. Let’s take a look at recent research from

Sales playbooks are the most basic building block for any high-performing sales organization. That’s the view of Phil Charland.  He’s learned the critical role of sales playbooks in more than a decade as a CRO

Personalization has become more than just a trend—it’s a necessity. Companies that contextualize for individual buyers earn not just customer loyalty but also a significant competitive edge.  Contextualizing for each buyer means delivery of impactful

Growth at all costs demand generation is now dead. It’s being replaced by intent generation that optimizes spend on in-market buyers with demonstrated intent. Heavy demand generation investments have killed profitability for many B2B companies,

In today’s highly competitive landscape, marketing and sales alignment is a key revenue growth driver. It only works with agreed-upon metrics and measurement. That’s that view of Grant Johnson, and he should know.  Grant is

In the past, event-driven, one-off training events have been ‘the thing’. These events can be valuable in building culture, developing relationships, and aligning goals. But the truth is, the impact of this kind of training

If you’re not seeing a return on marketing investments, it might be time to better align your sales and marketing teams. The evolving buyer journey and technology have blurred the lines between sales and marketing,