A challenge with Marketing Automation systems, so far, is that they are mostly tactical. But to fulfill the Marketing department's desire to think and act strategically, marketing automation had to do more. Enter B2B marketing's latest three-letter acronym, RPM, for Revenue Performance Management.

Marketing automation systems, like Eloqua and Silverpop, are becoming standard equipment among our clients. This is great for both our clients and for us. For the clients, these systems allow Sales to self-serve, and launch one-off campaigns to their prospects at just the right time in the buying cycle. Read More

I'm looking forward to serving on the panel of Focus.com's Roundtable on January 28, "How To Achieve Stronger Marketing & Sales Alignment." The panel is a well-rounded group of experts on both the Sales and Marketing sides, and I expect the discussion to be lively.
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According to this short piece on MarketingProfs last week, B2B marketers should get ready to move their entire sales process to the mobile phone. At least, that's what the synopsis at the end seems to say. Fortunately, the original post by Robert Lesser goes more in-depth.

Seth’s recent post titled “Senior Management” got me thinking about how experience can backfire when it gets us in a rut. As a “free agent,” I find myself on either side of the experience paradox, depending on the gig.