The 8 Most Common Sales Mistakes

The 8 Most Common Sales Mistakes

by Michael Brenner on Sep 1, 2011 in Sales Alignment

I often talk here about the need for better alignment between marketing and sales. In fact, it is often cited as the biggest challenge for B2B marketers. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Recently we ran […]

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The Biggest Challenge in Content Marketing

The Biggest Challenge in Content Marketing

by Michael Brenner on Aug 30, 2011 in Content Marketing

I am bummed that I will not be able to attend Content Marketing World next week, so I’ve been reading all the great content coming out from the amazing team over at the Content Marketing Institute. If you missed the posts, some of my favorites include an overview of  the technology that excites the speakers, their 12 Content Marketing […]

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Make Lead Nurturing Work For You

Make Lead Nurturing Work For You

by Michael Brenner on Aug 23, 2011 in Demand Generation

The role of lead nurturing is specifically to move the prospect forward and give information, when they want it, and in a format that they want it in through “calls to action.” A good lead nurture campaign has many components but the top four are Organization, Consistency, Segmented Database, and Content.

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Why We Need More Social And Less Marketing

Why We Need More Social And Less Marketing

by Michael Brenner on Aug 18, 2011 in Social Media

Social. Digital. Content. Inbound Marketing. Community. These are the words that swirl around in my head all day long and fly-by on my Twitter feed. And while there are plenty of big thinkers who are debating the semantics, I am concerned about driving real change in business. To me, marketing’s main goal is to advocate for customers. […]

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When Sales and Marketing Collide – SMarketing

When Sales and Marketing Collide – SMarketing

by Michael Brenner on Aug 16, 2011 in Sales Alignment

One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads […]

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The Role of Marketing in B2B – What Should It Be?

The Role of Marketing in B2B – What Should It Be?

by Michael Brenner on Aug 11, 2011 in Marketing Strategy

The classic B2B company is often sales-driven or product-driven. Professional service firms often rely on the power of the rain-maker salespersons’ contacts to drive their growth. In those firms, marketing exists to feed the sale’s beast. In a product-driven firm, the engineers are in-charge. Their high IQs and detailed knowledge of ball bearings, chemical compositions or […]

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