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Sales process – the missing ingredient for marketing ROI

Most marketers in B2B enterprises have never been trained on sales process. If I were running your marketing or sales organization this would be the first thing on my agenda. Why? Because without understanding sales process, marketing is essentially set up to fail. How can anyone improve or contribute effectively …

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Benchmark your Marketing Organization with IDC Research – 2013 Tech Marketing Benchmark Survey

Here at IDC’s CMO Advisory Service we are in the field with our 11th annual Tech Marketing Benchmarks Study. I would like to offer an invitation to participate to marketing executives across the industry.  Have you ever wondered, “Is my marketing organization receiving enough budget to compete?” or “Exactly how much should I …

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IDC’s 2013 Chief Marketing Officer ROI Matrix: Are you a Marketing Leader, Achiever, Contender or Challenged?

IDC’s 2013 Chief Marketing Officer ROI Matrix If you are a B2B Marketer you’ve read the articles, heard the pundits, and attended the conferences – marketing is transforming. This is not ground breaking news. However, what you probably have not seen is a tangible and holistic way to measure your …

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