Developing a B2B Marketing & Demand Generation Strategy to Drive Sales

How to craft an effective B2B Marketing & Lead Generation Strategy

As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you develop your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale revenue effectively  Read More >

Leadership Lessons from 150+ Books on Leadership Over 20+ Years

Here is what I learned reading well over 150+ books on Leadership over a 20+ year period

Over the past 20+ years I’ve always had an interest in People Leadership and Organizational Leadership and thus read over 150+ books on the topic of Leadership.  I think it was only this year that I finally realize that there is a lot of commonality and I could pretty much  Read More >

Do Not Confuse Demand Generation With Content Marketing or Inbound

There is some confusion and misconception but Demand & Lead Generation is Not Content Marketing

Leads are the oxygen for a successful B2B Sales team.  Every good VP of Sales knows that to hit their number they must have a predictable flow of leads.  And it goes without saying that a “lead” is not some cold name but is actually qualified prospective buyer who raised  Read More >

The Right Sales KPIs For Your Sales Reps

Measuring sales key performance indicators (KPIs) for your sales reps is critical for sales performance management and building a predictable, repeatable revenue generation process. Studying the “right” sales performance metrics lets sales managers determine which reps are struggling and in which areas they need coaching help with. Unfortunately, a lot of  Read More >