How CMOs can use Social Tactics to Outsell Sales

I'm presenting a session about embracing Buyers’ Journey during DemandCon, taking place in San Francisco during March 5-7, 2012. Click through to see more details...  

Join me for a Free Webinar on Alignment

BrightTalk has invited me to shared best practices, real life case examples and a road map for how to align Sales and Marketing.  This free webinar will be held on October 19th at 10:00am pacific time.  From the prospect to up-sell stages, organizations have a great opportunity to accelerate their revenue cycles by enabling marketing and sales to function as a unified team.  Aligned Sales and Marketing teams are more efficient, close more sales and have happier customers. Attend this webinar to find out the seven steps you can take to accomplish this, complete with supporting case studies.   

Mi6 and I talk Alignment

In this episode of the the B2B Specialists podcast Chris Herbert of Mi6 interviews me.   Get yourself a cup of coffee, tea or something stronger and enjoy the interview.  

The Creative Destruction of Marketing

In 1942, Joseph Schumpeter introduced the economic concept of creative destruction.  He theorized that radical innovation triggers transformation in economies as well as companies.  Innovation is the force that sustains long term economic growth even as it destroys the value of established companies.  This is an apt description of what is happening to marketing today.  Social media, interactive marketing, revenue cycle optimization, and innovation management are radical innovations triggering the wholesale transformation of marketing.  

Five Strategies for Navigating the New Corporate Landscape

Those who hold the Chief Marketing Officer, or CMO, title also carry a dubious distinction: They occupy the C-level executive post with the shortest tenure.  To a great extent, the position’s limited life span results from the fact that what was once primarily a circumscribed branding function has ballooned into a diversified strategic and operational role. In addition to traditional market planning and communications, today’s CMOs are often responsible for sales management, product development, channel management, public relations, market research, and customer service -- a broad assortment of specialties, some of which used to report into other areas of the organization.....   

October Outlook

September has been a busy month. The feedback from the sales & marketing webinar with PSN and the articles was - "We want more".  More details, more 'how-tos'.   So pen in hand, the weekends have been dedicated to writing several articles. The article on joint sales & marketing campaign management will be published by PSN in October or November.  The article on Marketing compensation models is also in the works.  And I just wrapped up a webcast with Rod Sloane in the UK; he's a smart chap.  

Monday’s TalkCast

Monday is my TalkCast on Aligning Sales and Marketing hosted by Product Strategy Network.  The format is an open audience discussion versus presentation by PowerPoint.  I'm looking forward to this as discussions with active audience participation are always richer.  We'll still focus on making the key points actionable.  As of Friday morning, almost 100 people had signed up for this free event.  The more the merrier. But people need to sign up prior to the event in order to participate. Here's the link http://bit.ly/15o8B6.