Jeff, a University of Massachusetts grad, worked for others for many years. In 1990, Jeff teamed up with Mike Osborn to form Catalyst. Smart move. In his role as managing director, he continually strives to meet and exceed client expectations as well as his employees’, always ensuring a positive, productive workplace.
May 15, 2017
Any size business can use the building blocks of Account Based Marketing and, should. Your sales force will stay focused and you will yield more sales, with shorter sales cycles.
May 01, 2017
This week, seven more lessons on more effective storytelling. We cover everything from finding your passion to embracing Sales to distribution methods.
April 24, 2017
Effective storytelling is two parts art and one part science. If you’re struggling to craft your own storylines, these 14 lessons will help. This week: Lessons 1-7. Next week: Lessons 8-14.
April 04, 2017
There are ways to insert yourself into the buyer’s consideration set earlier in the buying journey. These simple steps can help you get a leg up on the competition.
February 07, 2017
Too many B2B companies make the same basic mistakes when developing a lead management program.
January 31, 2017
Your new lead management program is not "set it and forget it." You should be monitoring it constantly for ways to optimize and improve. The process is about the people who participate in it, not the automation behind it.
January 24, 2017
CEOs don’t care about marketing metrics. They care about revenue and profit growth. What’s the best way to keep track of the critical KPIs? Use a marketing dashboard. Here’s how to build one.
January 18, 2017
Don’t let the infrastructure dictate your sales goals. Get buy-in up front to create the right environment to help ensure your success.
December 16, 2016
Give Sales a seat at the table when you’re developing your lead management program. If you don’t, it is destined to fail.
December 08, 2016
The amount of effort you expend on each inquiry should be based on the quality of the inquiry. Calculating the marketing cost per inquiry, lead rate and conversion rate requires financials. Everything should roll up into an overall calculation that reflects defined business goals.
December 01, 2016
Without relevant content, your lead management program is doomed to fail. Focus on quality vs. quantity. Part 2 in a series.
November 22, 2016
Avoid these pitfalls when you develop your new B2B lead management program. Part 1 in a series.
August 12, 2016
In B2B demand generation, much has changed over the last 20 years. But it’s still about people buying from people.