Debbie Qaqish
Who is teaching the B2B CMO how to sell?
.…This is a copy of a guest blog I wrote for PointClear on October 10th- http://bit.ly/oisN2 Who is teaching the B2B CMO how to sell? If you're in sales, you might think this is an odd question or you might have a stronger, more...
When creating your content marketing strategy, where do you begin?
Finding, creating and managing compelling, high-value content that engages customers and moves them through the sales cycle is a major issue for just about every marketer out there. And the increasing number of channels available to today's marketers compounds both the opportunity and the...
How to Create Your First Lead Scoring Program and Have It Stick!
Short answer? You can't and you shouldn't. Quite frankly, the notion of creating a " first" lead scoring program that is successful and "sticks" is naïve and misleading and a theme largely perpetrated by the marketing automation vendors. They want everything to...
What Marketing Executives in Denver and Chicago are Saying About Metrics
Our 14-city tour of roundtable discussions (part of Marketo's Revenue Rockstar Roadshow tour) continues with stops in Denver and Chicago to learn what CMO's and senior marketing executives there are saying and doing about metrics that drive revenue marketing performance. This is what they...
Four Easy Steps to Revenue Marketing
One of the things I love about going on the road (either speaking, working with clients or attending conferences) is the ability to test new ideas. When we began the 14-city tour on the Marketo Revenue Rockstar Roadshow, I introduced a 4-step model...
CMO Roundtable Observations on Metrics and Marketing Automation
Written By Debbie Qaqish on Tuesday, March 22nd, 2011 14 cities, 14 groups of CMO's, and 14 conversations on metrics that drive revenue marketing performance. This CMO Roundtable is an invitation only event for CMO's and senior marketing executives being sponsored by Marketo with...
How to Achieve ROI on Marketing Automation
As the marketing automation market heats up and companies begin to look for that pay-off, begin able to achieve a quick ROI is incredibly important. Here are a few thoughts on how to get to ROI fast! 1. Trite but true – it's really...
How to Create Content to Generate Demand and Drive Revenue: 6 Surefire Steps
In the B2B world, when it comes to generating demand, Content is King. Not brochure-ware, but content that speaks directly to your prospect, propels the conversation, and advances the sales cycle. Authors Ann Handley and C.C Chapman, build a compelling case for...
Does Marketing Automation Enable Sales & Marketing Alignment?
Written By Debbie Qaqish on Tuesday, February 1st, 2011 This is an interesting question that I answered with some other top notch marketers for FOCUS here. My answer? Yes, yes and yes….with a few "provesos and provisos." (quote from a famous Disney movie – know…
Demand Generation Center of Excellence
Wow, have we come a long way in demand generation over the last 7 years! There are more vendors in the market and more users in the market from companies of all sizes. Yet, while we are seeing all this hoopla around...
“You know you are a Revenue Marketer when…”
We have just begun the second season of WRMR – Revenue Marketer Radio and the Revenue Marketers we have interviewed so far are absolutely incredible! To hear their stories, http://tiny.cc/9teqq. In every show it seems someone asked for me to explain exactly what is a...
There’s no “I” in Team
While our company's marketing team seemed to be doing all the right things before I joined last year, it lacked collaboration with the sales team. I've worn the combined sales and marketing hat at several companies, but Knowlagent is the first company I've been at...
A Paradigm Shift in Your Call Center Can Realize Real Revenue
Let's face it, at some level, we're all resistant to—if not terrified by—change. It's part of human nature to fear change, perhaps because we fear the unknown, we fear failure or simply because we find comfort in the status quo. Yet, we live in...