Jay Gaines

Heather Fletcher is senior content editor with Target Marketing.

One group often overlooked in the glut of yearly forecasts is B-to-B marketers. The group needs special tips all its own, according to Wilton, Conn.-based SiriusDecisions, a B-to-B research and advisory firm. After all, "it may be B-to-B, but it's still people to people," says Ruth J. Morrison, CEO and founder of What's The 411 Networks. Morrison uttered that phrase on Nov. 11 at the B-to-B roundtable hosted by Target Marketing at The Union League Club of New York.

Jay Gaines, SiriusDecisions’ group director for demand, has called sales accepted leads (SALs) the most important (but most overlooked) step in the demand creation process. So, what reasons do organizations commonly use to disqualify SALs from becoming sales qualified leads? To answer this question, I have listed the most common SAL disqualification reasons used in effective lead management processes. Please note that the number of reasons for disqualification should be limited, to ensure usability for sales. In addition, no values should be included that are not actionable for marketing to trigger

According to the 2012 CMO Survey by the American Marketing Association and Duke University, Marketing appears to be one of the early rebounders in the initial economic recovery. In terms of both department size and budget, Marketing is on the rise. Just take a look at how the size of business' marketing departments has more than doubled—in fact, almost tripled—since August 2011. And as the role of marketing grows, it also continues to evolve. Today's marketing department, for example, looks very different than it did even just a few short years ago.

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