Articles by Mike Kelleher


How Microsoft Just Added Fuel to its LinkedIn Fire to Take Down Salesforce.com

It may be too late to declare “let the battle begin!” between Microsoft and Salesforce.com to own the hearts and minds of sellers and marketers across the globe, but the rivalry may have just quietly entered...

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The Critical Path Ahead for Tech CMOs

It’s here.  The 21st CMO Survey is out and it gives us the opportunity to lift our heads up from our day-to-day work with our Technology clients and understand CMOs’ perspectives on where they are placing...

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Six Early Go-to-Market Trends and Tips for 2019

With 2019 just a few months away, it’s time to talk about a few clear trends that will have substantial impact on how leading firms go-to-market in 2019.  For 25 years, we’ve been fortunate enough to...

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Part 7 – Lead Scoring is the Key to Sales Productivity

The core element in creating marketing and sales connectivity is the effectiveness of the lead management and lead qualification processes. Organizations cannot establish trust between marketing and sales if the lead hand off process is broken...

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