Building on the research that I just conducted on "Best Practices in Customer-Centricity by Enterprise Retailers" I am proud to take on an additional role as "Customer Centricity Awards Judge" for Arcet Global. In 2020, Arcet Global will bring its well-established European "Customer-Centricity Awards" program into the U.S market. This …

As I work with CMOs & CROs on their demand generation plans for 2019, I hear concerns that traditional inbound marketing supported by BDRs may not be sufficient to meet revenue growth plans for 2019. The reasons are the following: There are north of 120,000 BDRs in the U.S. market …

Dictionary.com defines "Ghosting" as “the practice of suddenly ending all contact with a person without explanation” ... Whatever the reason, the act of ghosting effectively ends a relationship. One of the biggest B2B sales challenges today is the act of "Prospect Ghosting" Effectively the prospect goes dark and will not …

When I speak to executives who are responsible for revenue generation, the one common request they consistently have from marketing is: "I just need more At-bats, please get me more At-bats" What they mean is net new qualified prospect meetings not SQLs, MQLs or other forms of downloads, email opens …

As I work with CMOs, I always ask the following question, "What do you want to achieve and how will you measure progress" The responses often have some element of revenue generation or new prospect acquisition. However metrics are all over the place, some are loosely attributable to marketing objectives, …

I spoke several CMOs in 2022 who struggled to define Marketing's contribution to revenue by demonstrating how many MQLs were generated. At the same time, when I speak to sales leaders, they show limited interest in the concept of MQLs and do not see a direct & causal relation to …

If you search LinkedIn alone for BDRs (Business Development Representatives) you get 74,000 profile results. In fact, there are more of them with other titles such as Inside Sales & SDRs (Sales Development Representatives) By some estimates, there are well over 100,000 in the U.S. alone. Companies cannot hire BDRs …