August 28th, 2012 by Laura Monn Ginsburg
When Leads Aren’t Leads
A great discussion that came out of our smarketing alignment workshop the other week was one centered on semantics, specifically around the term “lead” which we all agreed is quite possibly the most over- and mis-used term in B2B demand generation. “Lead” has become the default term for someone who is interested in buying from you. There are a myriad of vendors and services that Read More
December 16th, 2009 by Mark Galloway
Is Marketing Automation Really Automatic?
There is certainly a lot of interest by marketers in a new category of software known as “Marketing Automation.” This category of software has seen double-digit growth in 2009 and doesn’t seem ready to slow down at all. It reminds me a lot of the go-go days of “sales force automation” back in the early 90′s. Back then, “SFA” as it was known, was the Read More
March 4th, 2009 by Mark Galloway
Does Your Marketing Suck? (Part 2)
In my last post I suggested that Marketing should not give up control of the lead qualification process as it minimizes their ability to optimize lead generation efforts and investments. The common belief and tradition is that marketing should just generate more leads and sales will figure out who is ready to buy. This traditional approach worked great in days where the economy was growing and there were plenty of “ready to buy” prospects. In a shrinking or flat market, the “ready to buy” prospects are all but non-existent.
December 23rd, 2008 by Mark Galloway
Are The Leads Really Weak?
One of my favorite scenes from the movie Glenn Gary / Glenn Ross is when Jack Lemon suggests to Alec Baldwin that “the leads are weak.” This classic sales training movie demonstrates that sales and marketing have been at odds for quite some time.