“Right in the middle of a contradiction, that’s the place to be.”

Why We Nurture (and Score) Leads

lead nurturing, lead scoring, marketing automation, sales effectiveness, Uncategorized

Jan 162010

Over the past year, I’ve had the good fortune to speak with 80+ B2B marketers at leading U.S. companies. I’ve taken extensive notes during each of these discussions and have learned some interesting things. Here’s a few highlights: 1) In nearly all of those conversations, the topic of marketing automation and lead nurturing has come up. 2) [Read more...]

“Right in the middle of a contradiction, that’s the place to be.”

Uncategorized

Jul 282009

We have finally reached an age where the convergence of technology, capital investment, and skills available in the labor pool have combined to make the previously unknowable (e.g., what is really working in my marketing mix and what is not?) knowable.