The spring conference blitz recently wrapped up with the annual SiriusDecisions Summit in Las Vegas, and I finally had time to sit down and gather my thoughts about this year’s summit. This being SiriusDecisions Summit, the new and improved Demand Unit Waterfall was of course the highlight of the show. But while some organizations, including […]
Marketo’s Marketing Nation Summit continues to be one of the premiere marketing events of the year, and for good reason: it’s always full of great insights, interesting speakers and, of course, MarTech buzz. This year, we had quite a few conversations about ABM—as always—but other topics reverberated through the hallways, too. From AI to sales […]
It’s pretty clear: when you make your sales funnel more efficient, then you make money more efficiently. But the road to get there is easier said than done. (Like everything else in sales and marketing.) According to a new report by Aberdeen Group, “The Efficient Sales Funnel: Shorten the Path from Lead to Revenue,” only […]
On May 25, 2018, the General Data Protection Regulation (GDPR), a European privacy law that sets a high standard for privacy and compliance, will go into effect. If you’re a marketer, you already know about this. But you might be wondering how LeanData is handling this situation. Good news: we’ve been preparing for GDPR compliance […]
Marketing attribution isn’t just for marketing’s benefit. In today’s sales and marketing landscape, attribution tends to be an isolated marketing exercise, with KPIs, processes and results confined to and developed in the marketing organization. Consequently, that means sales often distrusts marketing-generated leads, and has to do some digging of its own for the full picture […]
“This lead belonged to my zip code but you assigned it to Henry instead!” “I get only 5 leads a week for my territory whereas Jane gets 20 in hers. How do you expect me to meet my quota?” “Should we assign Mary to all New York territories?” Companies that manage sales teams via territories […]
How LeanData is perfect for the Demand Unit Waterfall
/0 Comments/in Events /by Billy HuangThe spring conference blitz recently wrapped up with the annual SiriusDecisions Summit in Las Vegas, and I finally had time to sit down and gather my thoughts about this year’s summit. This being SiriusDecisions Summit, the new and improved Demand Unit Waterfall was of course the highlight of the show. But while some organizations, including […]
Marketing Nation 2018: Marketing consolidation and more
/0 Comments/in Sales and Marketing Leadership /by Andrew HsiehMarketo’s Marketing Nation Summit continues to be one of the premiere marketing events of the year, and for good reason: it’s always full of great insights, interesting speakers and, of course, MarTech buzz. This year, we had quite a few conversations about ABM—as always—but other topics reverberated through the hallways, too. From AI to sales […]
What an efficient sales funnel can do for you [Analyst Report]
/0 Comments/in Sales and Marketing Leadership /by Andrew HsiehIt’s pretty clear: when you make your sales funnel more efficient, then you make money more efficiently. But the road to get there is easier said than done. (Like everything else in sales and marketing.) According to a new report by Aberdeen Group, “The Efficient Sales Funnel: Shorten the Path from Lead to Revenue,” only […]
LeanData’s ready for GDPR
/0 Comments/in Marketing Operations /by Andrew HsiehOn May 25, 2018, the General Data Protection Regulation (GDPR), a European privacy law that sets a high standard for privacy and compliance, will go into effect. If you’re a marketer, you already know about this. But you might be wondering how LeanData is handling this situation. Good news: we’ve been preparing for GDPR compliance […]
Marketing attribution: see when you succeed (or don’t)
/0 Comments/in Marketing Operations /by Andrew HsiehMarketing attribution isn’t just for marketing’s benefit. In today’s sales and marketing landscape, attribution tends to be an isolated marketing exercise, with KPIs, processes and results confined to and developed in the marketing organization. Consequently, that means sales often distrusts marketing-generated leads, and has to do some digging of its own for the full picture […]
Territory Management: Align Sales & Marketing on Revenue
/0 Comments/in Account-Based Sales Development, Sales Operations /by Satarupa Chatterjee“This lead belonged to my zip code but you assigned it to Henry instead!” “I get only 5 leads a week for my territory whereas Jane gets 20 in hers. How do you expect me to meet my quota?” “Should we assign Mary to all New York territories?” Companies that manage sales teams via territories […]