How To Develop Lead Scoring That Works

How To Develop Lead Scoring That Works

An effective lead scoring program can literally double a sales rep’s productivity.  An ineffective program, at best, is ignored by the sales team and, at worst, can send reps down the wrong path, pursuing bad prospects. When done correctly, lead scoring helps...
Aligning Sales & Marketing

Aligning Sales & Marketing

Recently I was asked to participate on a panel discussion on Sales and Marketing alignment. Here are some of the highlights from the Q&A… Q) Why is alignment important? Companies spend between 20-30% of revenues on Sales & Marketing. Here are some percentages...

Marketo vs. Hubspot

What are the differences between Marketo and Hubspot?   Marketing Automation Marketo and Hubspot are two leading solutions for “marketing automation”. Which one should you choose? First, what is “marketing automation”? One would expect it to mean the automation...

PR Tip: Beating The Herd

Ask most PR agencies and they’ll tell you the best time to drop a release is at 9am EST on Monday morning. Why? They’ll tell you that journalists arrive at their desk fresh from the weekend ready to hit the ground running. So what better time to share your...