Jon Miller

10 Tweetable Lessons in Marketing Analytics and ROI

Recently, I’ve been traveling the country, meeting with over 70 marketing executives to discuss best practices in marketing analytics and measuring and improving marketing ROI. Helping me lead these discussions is Jim Lenskold, president of the Lenskold Group and someone I’ve long admired as a thought leader in the space.

Continue Reading

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

The Definitive Guide to Sales Lead Qualification and Sales Development

One of the best pieces of organizational wisdom I’ve ever received is to pay the most attention to “batons” that cross functions. Wherever two or more departments share ownership and responsibility, conditions are ripest for problems.

Continue Reading

How to Optimize Your B2B Marketing and Sales with Online Video

Online video is exploding. Any B2B marketer concerned with marketing ROI and sales enablement needs to know how and when to use it.

Continue Reading

Does Sales Value Lead Scoring?

I’m pleased to share some smart advice from Kathryn Roy, Managing Partner at Precision Thinking, a consulting company that addresses three key areas for B2B sales & marketing teams — primary research, strategy, and sales enablement. She’s worked with some of the most successful B2B companies including IBM, Avid, CA, Constant Contact, and Lotus, and has published in HBS Working Knowledge, MarketingProfs, and Mass High Technology.

Continue Reading

Model the Stages of Your Revenue Cycle for Better Marketing Forecasting

Last week, I introduced the idea of marketing forecasting and introduced six steps for marketing forecasting done right. This week, I will explore more detailed elements of the six step marketing forecasting methodology, beginning by discussing why it is so important to develop a rigorous model of the various stages of your company’s revenue cycle.

Continue Reading

The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Any revenue-focused executive who can’t reliably deliver on his or her revenue commitments will soon be out of a job. Yet according to CSO Insight’s 2010 Sales Performance Optimization study, only 52% of sales reps met quota in 2009, and companies achieved only 78% of their revenue plans. As a result, CEOs and their executive teams at public and private companies faced tough questions from their boards about their ability to deliver consistent, predictable revenue – and more than a few lost their jobs.

Continue Reading

Sales and Marketing Alignment: Thought Leadership with Christine Crandell

The next interview in the B2B Marketing thought leader interview series is with Christine Crandell, one of the most innovative thinkers I've met on the topics of sales and marketing alignment and marketing accountability. Christine sits on several advisory boards including Coupa and SDForum, and has held senior marketing positions at Egenera, Ariba, and many others. Her thoughts on organization and how marketing can earn credibility and "go toe-to-toe" with sales leadership are definitely worth reading.

Continue Reading

16 Must-Read B2B Marketing Strategy Ebooks

B2B marketing is constantly evolving as organizations discover ways to perfect current strategies, new marketing channels emerge, and advanced marketing automation tools are introduced. Here are 16 must-read B2B marketing strategy ebooks to help you stay current on best practices, techniques and tools. Enjoy!

Continue Reading

Four Ways that B2B Social Media Marketing Builds Brands and Generates Leads

Yesterday, I described the important role that strong, risk-mitigating brands plays in inbound lead generation. This is where B2B social media marketing comes in, since it provides a way for any company, not just large multi-national corporations, to build strong brands that in turn generate quality inbound leads.

Here are four key ways that social media builds brands.

Continue Reading

B2B Social Media Marketing: Branding or Lead Generation?

Social media can be many things: a place to network with friends, a way to follow market trends and monitor brand sentiment, a customer service tool for identifying unhappy customers. But is it a tool for demand generation? I believe the answer is yes, but that it requires a different mindset for lead generation and measuring ROI.

Continue Reading
Subscribe to RSS - Jon Miller