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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

6 Keys To Building A High Performance Revenue Marketing Practice: People And Process

By Debbie Qaqish, Principal Partner and Chief Revenue Marketing Officer for The Pedowitz Group Editor's note: In this three-part series, Debbie Qaqish examines the six keys of building and growing a thriving Revenue Marketing practice – strategy, content, people, process, technology and results. In Part One she talked about Strategy…
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Go Mobile, Go Social Or Go Home: Using Mobile And Social Media To Drive Buying Decisions

By Joe Cordo, CMO of Extraprise Editor’s note: This is the first in a two-part series. Multi-channel marketing is not new. Its genesis comes from integrated marketing communications, and its most recent evolution is from the vast number of possible customer interactions fueled by the Internet and mobile communications. What…
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6 Keys To Building A High Performance Revenue Marketing Practice

By Debbie Qaqish, Principal Partner and Chief Revenue Marketing Officer for The Pedowitz Group Editor's Note: This is the first installment in a three-part series. There are six major controls to building and sustaining an effective Revenue Marketing practice: strategy, content, people, process, technology and results. You will use every…
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Contact-Level Marketing: 4 Keys To Reaching The Right Buyers

By Jon Russo, Founder of B2B Fusion GroupJonathan Becker (@jbecker), the CMO of SAP, presented at this year’s Sirius Decisions conference on how important it is in a B2B buying cycle to "market to people, and not market to buildings." Let’s take Becker's theme one step further and translate that…
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Consult Your Sales Team First: 3 Questions For Better Alignment

By Tom Jacobs, President, Jacobs Agency Today, buyers from both worlds – B2B and B2C – control how they consume information. The evolution from one-way communication to more complex, two-way conversations between a brand and its audience gives power to the purchaser. In fact, a McKinsey research study reported that…
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Five Questions That Guarantee A Meaningful Sales Conversation

By Peter Gracey, President, COO and Co-Founder, AG Salesworks One way to measure the quality of a business conversation is by the way your prospect talks about you once the discussion is over. In other words: Yes, you want them to talk about you behind your back. But you want…
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