MQLs are cool. I want all the Marketing Qualified Leads I can get, and then some. I know this sounds like sacrilege to many... If it does, it's because they either - have the wrong definition of what an MQL is or - have the wrong process of dealing with...
I know there is controversy around this and it tickles the “fear” button in both sales and marketing leaders, but here it goes 🥁…: “Sales and marketing should be in one department.” Why? Because I love love love what happens when one gal is responsible* for brand AND demand AND...
Let me walk you through a neat way to do demand generation and lead generation in the same instance, without messing up social selling. You can copy everything in this mini case study, get set up in a day or two, and be on your way to social selling cooldom....
When a tech company is sales-driven, they will realize at one point that they need to: - generate demand at scale, not just through biz dev reps - differentiate - create thought leadership - have a “brand” (however we define that) etc. That's what marketing is for, isn't it!? -...
“So what’s the ROI on B2B marketing/ABM/Linkedin/xyz/[insert unquantifiable initiative]?” I think there is a time and place for that question, but it’s definitely not at the beginning of the journey. If you’re a sales-first company building out marketing, here is how to think about measuring marketing’s ROI or success: 1️⃣B2B...
Probably 9 out of 10 high-ACV companies are sales-driven, where marketing plays just a supportive role. Is that a problem? No, it's an opportunity for you if you're able to think about growth holistically and integrate marketing, sales and customer success. So that everyone is rowing in the same direction....
You might have sales dialed in with little to no marketing... and you might be doing millions of dolares in ARR. You might be tempted to sprinkle on some marketing magic to ignite extra growth-engines. My advice: don't. Marketing is a more strategic affair, not an add-on or an afterthought....
You’re a sales leader or a founder. You know you need (more) marketing. You know it should ultimately drive sales and revenue. But, you’re confused about where to start… or whether you’re on the right path. It’s not your fault - there are many misconceptions out there on how to...
Go from zero to hero? Good news: you can totally skip the stages you see on my screenshare video here. You can start at stage 4 or even 5. Even if your tech company is sales-led today, doing zero or minimal marketing, you can start setting up growth operations the...
Freshly funded Saas CEO: we’ve got money. Average marketer: And a good product. CEO: Gimme a plan to “hockey-stick” and triple revenue in 19 months! Marketer: Sure. We’ll dominate all the growth channels. I’ll hire the best seo agency ppc agency social media agency growth hacker ux person copywriter (the...
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