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Category Archives : Blog


Why can’t I get sales to call these leads?

Posted February 17th by Ed Trachier

Some questions that often comes up in discussions with clients and prospects at OnTarget Partners are from the CMO or other B2B marketing executive:  “Why can’t I get sales to call these leads?” or “Why can’t I get my sales team to follow-up on my leads?” Marketing creates leads via online, tradeshow, conference, research or… Continue reading


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When Should B2B Marketing Hand Leads Over to Sales?

Posted July 28th by Ed Trachier

By: Ed Trachier – July 28, 2014 Handing a lead over to sales can be a bit tricky in B2B marketing. As the old cliché goes – timing is everything! There are several factors to examine when deciding the timing of handing off a lead. These include: – The amount of time the sales team has available… Continue reading


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Spring is in the Air for B2B Marketers

Posted March 30th by Ed Trachier

By: Ed Trachier – March 30, 2014 On March 20 of this year, Spring 2014 started. Technically, at exactly 12:57 p.m. ET on March 20 – a precise and fixed point in time defined as when the center of the sun passes directly over the Equator. This is a magical time of the year when winter relents… Continue reading


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Q1 is Done, How Are Your Numbers Shaping Up? – 3FORWARD

Posted April 18th by Dan Hudson

How was your sales team’s performance in Q1, and what does your pipeline look like over the next two quarters? If you made your Q1 sales target and have a robust qualified pipeline, congratulations. If you missed your plan and have doubts about the quality and accuracy of your current pipeline there is still time… Continue reading


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Pipeline Purgatory 2013: AKA “Groundhog Day” Revisited

Posted March 28th by Dan Hudson

As we close out the first quarter of 2013 it’s likely that the entire senior leadership team is giving the sales pipeline a really close inspection. After all, the success or lack thereof in Q1 really sets the sales stage for the rest of the year at many firms. How does your sales pipeline look… Continue reading


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Managing “Big Data” in Your Sales Process – 3FORWARD

Posted January 29th by Dan Hudson

Big Data is a term that is getting a lot of press lately.  It refers to collections of large datasets that are difficult to manage using traditional data processing tools and applications. According to a recent study by IBM 90% of the data in the world today has been created in the last two years… Continue reading


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Flushing Your Sales Pipeline Can Be a Good Thing

Posted October 25th by Dan Hudson

2013 sales planning is under way with most of our clients and all them are keeping a keen eye on their sales pipeline as they enter Q4.  The reality is that their Q4 qualified pipeline will be a leading indicator on how well their sales teams will perform in the first quarter of 2013, and… Continue reading


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Do your 2013 Revenue Planning Now!

Posted September 20th by Dan Hudson

Almost every sales leader and sales person I know complains about the traditional late summer slowdown in sales. Prospects are on vacation, school and sports schedules are changing, in most of the country it’s too hot to do things outdoors, and life is a little bit out of cadence.  It may be September, but we… Continue reading


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Is Your Sales Forecast Fact or Fiction?

Posted July 5th by Dan Hudson

Sales organizations of all sizes are under pressure from CEOs to provide more accurate top line sales forecasts.  Better forecasts mean a more accurate prediction of the future revenue health of the company.  To help improve the accuracy of sales pipelines, best-in-class companies are using sales analytics solutions which rely on multiple data streams –… Continue reading


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Sales Pipelines – Win, Lose or No Decisions

Posted April 20th by Dan Hudson

After analyzing numerous sales pipelines for clients so far in 2012 we are seeing a trend has continued to gain strength over the last 8 quarters, and that trend is that the competition is stronger than ever!  What a surprise you say to yourself, you’ve known that for along time. The real question is; do… Continue reading


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