The Revenue Marketing Journey – Vlog #1

It’s been a year since we launched the model for The Revenue Marketing Journey.  Since then, we’ve presented this model to over 2,000 marketers who have subsequently identified where they are and where they NEED…

A Revenue Marketer's Budget

A Revenue Marketer’s Budget: 5 Ways to Pay for Demand Generation

We are in the midst of budgeting season and what a difference 12 months has made in the world of demand generation solutions!  This time last year, I could see only a handful of companies budgeting for marketing automati…

Who is teaching the B2B CMO how to sell?

.…This is a copy of a guest blog I wrote for PointClear on October 10th- http://bit.ly/oisN2
Who is teaching the B2B CMO how to sell?  If you’re in sales, you might think this is an odd question or you might have a …

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Four Easy Steps to Revenue Marketing

One of the things I love about going on the road (either speaking, working with clients or attending conferences) is the ability to test new ideas.  When we began the 14-city tour on the Marketo Revenue Rockstar Roadshow, I…

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CMO Roundtable Observations on Metrics and Marketing Automation

14 cities, 14 groups of CMO’s, and 14 conversations on metrics that drive revenue marketing performance.  This CMO Roundtable is an invitation only event for CMO’s and senior marketing executives being sponsored…

Posts related to the Tag: lead nurturing »

What Is A Lead Portfolio and How Does This Help You Manage Leads?

Many of you probably have a stock portfolio or some type of investment plan. Leads need to be looked at in the same way. Not all leads have the same value, risk, or rates of return. To run a sustainable revenue growth operation, you need to have a balanced lead portfolio of varying quality and rate of return. Start by scoring your leads with explicit and implicit criteria. Explicit criteria includes budget, authority, need, timeline and other relevant hard data. Implicit criteria is behavioral – it looks at website visits, [...]
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