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...