PowerViews with Andrew Gaffney: Tipping Points & Differentiators

My PowerViews guest today is Andrew Gaffney. Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. He has served as an Editor and Publisher of This Week In..

PowerViews with Christopher Hosford: CRM/Marketing Automation/Social Convergence

Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales..

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus

I'm pleased to have Paul Gillin as a guest for our fourth episode of PowerViews. Paul is a veteran technology journalist, author of several books, a consultant and speaker. He is a regular contributor to BtoB Magazine..

PowerViews with Trip Kucera: Best Practices & Surprising Trends

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary..

PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined..

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How Much Leads Cost

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:

Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..