It’s time I come out and say something that you might find contradictory to my advocacy of account-based experience (ABX): Marketing qualified leads (MQLs) aren’t the enemy. In fact, they can even be ...

For years, I’ve been beating the drum about the issues of measuring marketing impact with marketing-qualified leads (MQLs): MQLs can be easily manipulated, they encourage working leads instead of ...

To MQL, or not to MQL — that is the question. Over the past year, the industry’s narrative toward MQLs has shifted: It went from the golden goose of marketing to an allegedly inefficient way of ...

There's a moment in David Mamet's Glengarry Glen Ross when the hotshot salesman sent by the head office confronts the lackluster sales team and exhorts them to close their leads—or be fired. But a ...

Just a few years ago, marketers everywhere rejoiced. Shouts were heard from the rooftops. Glasses were raised. Toasts were made. Reliable marketing metrics were finally here! Definitions were set, ...

At B2B Marketing, we believe that becoming the commercial marketer is imperative to success. Rather than thinking about isolated marketing metrics and campaigns, commercial marketers think about the ...

Revenue teams perform better when sales and marketing are in alignment, but rather than seeing themselves as fighting for the same team, they tend to see the other as an unworthy or unreliable partner ...

A marketing qualified lead is a lead who has shown interest and intent through their actions within your marketing efforts by taking action. For any business to create revenue, it needs to generate ...

Are you a print subscriber? Activate your account. 39 min 37 sec ago By Tim Nudd - 1 hour 19 min ago By Brian Bonilla - 1 hour 43 min ago By Tim Nudd - 2 hours 4 min ago By Adrianne Pasquarelli - 3 ...