Jon Miller

by: Jon Miller

In Earn a Seat at the Revenue Table – Part 1, I asked how can marketers take more control over the revenue process, build the respect of their organizational peers, and earn a seat at the revenue table.

by: Jon Miller

Who is in charge of revenue at your company?

In most B2B companies, the Sales Department owns the revenue pipeline. Marketing may play a supporting role by supplying leads (that probably get ignored). But in these companies, Sales controls the revenue process and is accountable for top-line growth. As a result, Sales holds the most political power of any function.

by: Jon Miller

Seth Godin recently had a post called The 249% Solution, in which he referred to a Yahoo! study on how brand ads and search ads interact. The study found that for one Yahoo! client, (Harris Direct, an on-line brokerage), a "reasonable buy of banner ads" grew unaided brand awareness by 7% but increased clicks on text paid search ads by 249%.

by: Jon Miller

Sales & Marketing Management magazine recently posted that the average tenure of a sales manager / VP is 19 months, which I found courtesy of B2Blog.

by: Jon Miller

Strategy+Business had a great article in their summer issue by Edward Landry, Andrew Tipping, and Jay Kumar from the consultancy Booz Allen Hamilton.

by: Jon Miller

Two of the most common questions I hear from fellow marketers is: “How much should I spend on marketing?” and “How much of my marketing budget should I spend online?” One way to look at this is through benchmarks.

by: Jon Miller

I had the opportunity to attend this year’s CMO Council Summit in San Francisco, titled “The Power of Engagement: Gaining Customer Intimacy, Influence & Inspiration”.

by: Jon Miller

AKA, “How to date your prospects”.

by: Jon Miller

AKA, “How an mp3 player is different from a million-dollar CRM system.”

In Part 1, I explained that B2B search marketing requires different techniques and optimization methods than B2C search, and that search marketing vendors should specialize on B2C clients or B2B client, but not both.

by: Jon Miller

By almost any measure, B2B marketers are embracing search engine marketing. A few statistics: