By Chad Levitt, New Sales Economy Yesterday, Trish Bertuzzi and I presented a webinar entitled: What the heck happened to the sales profession I love? and we dived into three fundamental shifts shaping the direction of the New Sales Economy. I spoke a lot about herding cattle vs. herding cats and I wanted to elaborate [...]

By Jep Castelein, Lead Sloth, via Genius.com Social Media is everywhere today. However, if you’re in a B2B market and you want to find prospective clients, Social Media may not be the best way to spend your time and money. There are more cost effective ways to reach B2B buyers online, such as search. What [...]

By Miles Austin, Fill the Funnel The explosion of Social media in our culture has accelerated the number of conversations to an unprecedented level. Many would agree that there is so much conversation going on that it is impossible to keep up. The benefits of participating in these conversations should no longer be in doubt, [...]

By Brian Carroll, InTouch It’s important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. A process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively (i.e. reduce expense-to-revenue ratio) and improve overall ROI. Think about your [...]

By Parker Trewin, Genius.com As the quarter comes to an end there’s been a surprising twist to how marketing automation vendors have met and exceeded their quarterly revenue forecast which has literally turned sales and marketing processes on its side. Eloqua, Manticore Technology, Marketo, Genius.com, and MarketBright (plus inbound marketing pioneer Hubspot) have all seen [...]