Category Archives: Marketing and Sales

Image courtesy of KROMKRATHOG at FreeDigitalPhotos.net Heads up, B2B marketers. Did you know that events are typically the second-biggest line item, after sales force costs, in corporate marketing budgets? According to a report by the Convention Industry Council, spending on hosting, attending, and exhibiting at events constitutes 21% of marketing budgets. That’s big bucks—and much […]

Recently I was interviewed by Meeting Pros Radio on how technology is reinventing event management. And I mentioned that technology-assisted processes can jump-start-and shorten-the sales cycle. Actually, the term “sales cycle” is rapidly becoming a relic of the past. “Buying cycle” and “Buyer’s journey” more accurately depict how sales really happen in modern times. Tweet […]

A few years ago, an executive of a very large company arrived at a big-city hotel to speak at a sales event sponsored by his company. Perusing the “Today’s Events” sign in the hotel lobby, he was chagrined to discover that his company was hosting two events at the hotel that day—both addressing the same […]

Illustration courtesy Scott Dylan Jason Stewart, VP of Demand Generation at ANNUITAS, wrote an intriguing article discussing whether the CIO or the CMO should own marketing technology. Marketers, he noted, are collecting staggering amounts of information from a host of technologies-marketing automation, CRM, web analytics, and the list goes on and on. But a study […]

Photo credit: Kelly Shur Last week, I went to Orlando to meet clients for a pre-event site visit. I knew that with airport and car rental hassles in two cities, flying would only save me an hour over driving, so I opted to drive. Then I decided to leave at 11:00 a.m. instead of early […]