Tag

B2B

Lead vs. Lead: Point of Interest vs. Point of Contact

B2B companies all experience similar problems when implementing lead management processes and technologies.  However, few problems are as universal as how they define a lead.  I don’t mean the definition of a qualified lead that marketing and sales agree on.  I’m referring to what a lead is at its core.  Is it a person or…

Marketing Lessons from the Stanley Cup Playoffs

The NHL playoffs are over and the Stanley Cup has been awarded to the best team.  As a Canucks fan this is a hard pill for me to swallow but it’s not the first time I’ve experienced disappointment.  In situations like these I like to take a lesson or two away to offset the damage…

Three Stages of the New Revenue Funnel

History The traditional revenue engine is growing. It started with a sales stage. Then a demand generation stage was stacked on top. Now another stage is appearing: social. With the advent of new technology these 3 stages are being integrated into a single, predictable process. Starting from the bottom up… Stage 3: Sales This stage…

Revenue Engineer Blog

7 Things You Will Ask About The Revenue Engineer Blog

What are you? Let’s start with what I’m not.  I’m not a best practice consultant, I don’t claim to be an industry expert, and I don’t have the patience to be an academic.  My days are not spent reading textbooks, drowning myself in the latest news and industry trends, or preaching best practices…at least not…