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Tag Archives: Ben Bradley
Is the debate between sales and marketing alignment the b2b industry’s version of Waiting for Godot? If you think about it, the debate is rather Beckett-esque. Two folks wandering through the desert, waiting expectantly for someone named Godot to arrive. Vladimir … Continue reading
Posted in B2B Sales Lead Gen
Tagged Ben Bradley, CRM, marketing automation, Samuel Beckett, Vladimir and Estragon
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As b2b companies brace for 2011, measurement is likely to play an even bigger role in bridging the gap between sales and marketing departments. With the “spray-and-pray” approach to attracting leads fast going the way of the dodo egg, b2b … Continue reading
Posted in B2B Sales Lead Gen
Tagged Ben Bradley, KPIs, Macon Raine, MarketingReport.Card.com
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Guilty: Washing our hands of data hygiene Data hygiene. It seems like everyone in the b-to-b sales-and-marketing chain wants to wash their hands of it. Everyone is responsible, and no one responsible. It’s a chronic problem for b-to-b sales organizations … Continue reading
Posted in Best Practices
Tagged Ben Bradley, Coley Perry, data hygiene, DemandGen Report, Follow the Lead, Get Me The Right Job!
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Guest Blog | Ben Bradley Back in April, Sir Martin Sorrell, head of WPP, the world’s largest marketing and communications group, voiced doubts about corporations using social networks: “…social media sites are less commercial phenomena,” he said, “they are more … Continue reading
Guest Blog | Ben Bradley There is a classic story about a pig and a chicken that decide to open a restaurant. The pig asks the chicken, “What should we call the restaurant?” The chicken answers, “Ham and eggs.” The … Continue reading
Posted in B2B Sales Lead Gen
Tagged Ben Bradley, Macon Raine, Professional Service Firms, PSFs
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Guest Blog | Ben Bradley According to the 2010 Miller Heiman Sales Best Practices Study, less than 20% of respondents said they use a prospecting plan. Yet, roughly 75% of top-performing sales organizations said they are consistent in this activity. Where’s … Continue reading
B-to-b sales and marketing executives need to be more flexible in their business practices if they intend to capitalize on all of the constant change sweeping through the economy and business purchasing, according to Ben Bradley, managing director of marketing … Continue reading
Posted in Inbound Marketing
Tagged Ben Bradley, Fortune 500, Macon Raine, Mike Tyson, SiriusDecisions
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Guest Blog | Ben Bradley Data, like unrefrigerated milk, goes bad fast. In fact, by conservative estimates 25% of the database will sour within a year. Add poor import practices and other minor mistakes and bad things quickly snowball. It … Continue reading
Guest Blog | Ben Bradley If you are just another professional services shop, how do you differentiate yourself in the undifferentiated world of services? The question can be answered several ways: we could talk about messaging, positioning, company culture, decision-making … Continue reading
Guest Blog | Ben Bradley A prospect recently asked us to review his sales and lead generation programs because lead flow had dropped significantly. This concerned him because he had just finished a significant new product launch with a well-known interactive … Continue reading
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