Consulting firm BearingPoint has 16,000 employees in more than 40 countries, providing nearly 600 technical services solutions to its clients. And with a lead cycle of anywhere from nine to 16 months, the company takes its lead generation and ...

Matt Williams, a Golden-Glove winning second baseman, was a promising batter but couldn’t hit a curveball. He had potential but the wrong strategy. What did he do? He revamped his swing–and dramatically improved his batting average, not to ...

So your VP of sales selected a CRM system for the sales team to work leads and opportunities. Great. You’ve also been told to get on the product and start getting more quality leads to the sales force. You've also probably heard that you now ...

Not long ago, marketers could determine the success of online marketing activities fairly easily. The process went something like this: run a banner ad or send out a promotional email, then count the resulting hits on the company Web site to ...

It's the age-old battle within any organization—sales versus marketing. Why is that? It seems both groups should be working hand-in-hand to create a seamless process for driving leads and meeting (or exceeding) the company's revenue ...

Let's say your manager wants you to evaluate your current marketing campaigns in order to determine which are generating the most leads which are converting into the most "sales ready" leads, and of course, which are delivering the highest ROI. ...

It's no surprise that these days, we have lots of conversations with people about ROI. Marketers, CFOs, and CEOs alike are struggling to figure out the best approach to tracking and computing a return on their marketing and sales investments. ...

For Transplace good things come in threes. As one of the top ten third party supply chain companies it has taken logistics outsourcing to a new level of expertise. And as a BtoB marketer it is consolidating its efficiencies in the three key ...