Tag Archives | sales management

RPM: Keep the Big Ideas Coming

A challenge with Marketing Automation systems, so far, is that they are mostly tactical. But to fulfill the Marketing department’s desire to think and act strategically, marketing automation had to do more. Enter B2B marketing’s latest three-letter acronym, RPM, for Revenue Performance Management. RPM adds heft to Marketing Automation by taking on the responsibility for […]

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Marketing Success: When Buyers Self-Select

I enjoyed speaking on the Focus Roundtable a few weeks ago  on the topic of sales and marketing alignment, along with Dan McDade of PointClear, Tim Sullivan of Sales Performance International, and Karen Hayward of Centerbeam. You can listen to the recording of the event here. On the panel, we all agreed that Sales and […]

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Investments in Automated Lead Management Tools Pay Off

As we’ve mentioned here on the Services Marketing Blog before, between 40% to 80% of leads are dropped. For over a decade now it’s been within reach of services firms to automate lead flow to make sure leads don’t leak out of the pipeline. But in the last few years, the lead management automation tools […]

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