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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

Superbowl Winning B2B Marketing

Posted February 1st by Ed Trachier

Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of the… Continue reading

Prospect Education as Lead Generation in B2B

Posted April 11th by Ed Trachier

Our B2B lead generation business has changed a lot over the last ten years. Conducting outsourced marketing, sales and research for our clients, we used to focus on quantitative metrics – calls, clicks, conversations, emails/proposals sent, and appointments set. Now we focus on qualitative metrics – decision-maker level, multiple department interest, business opportunity and scope.… Continue reading

Crossing the Chasm: The New Obstacle for B2B Buyers – Marketing Interactions Blog

Posted April 1st by Peter Blute

I’ve come to the conclusion that evolution is lopsided. Especially when it comes to B2B marketing vs. sales. It seems to me that either one or the other is evolving, but much of the time it doesn’t seem to be both. At least not within the same organization. The best marketers are on a quest… Continue reading

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

Tracking Buying Behavior: Are They Really Into You Or Not? – CSO Insights

Posted May 29th by admin

Tracking Buying Behavior: Are They Really Into You Or Not? A standard practice for assessing the likelihood of a deal closing is tracking selling behavior. If reps are logging activities into their CRM system, a manager can easily see what they have been doing with the prospect-whether they have conducted a qualification call, emailed product… Continue reading

Email Marketing: Segmentation, integration, automation and personal interaction – Marketing Sherpa

Posted April 19th by admin

EMail Marketing Best Practices “Hey, look at me!” While strolling down the Las Vegas Strip during Email Summit 2013, I couldn’t help but notice all of the flashy signs, and individuals, trying to get my attention. The challenge is equally difficult (although hopefully less gaudy) in the modern inbox, so in the MarketingSherpa 2013 Email Marketing Benchmark Report,… Continue reading

Are You Selling at Every Level? – Selling Power

Posted April 9th by admin

Sales Team Effectiveness While many companies promise to build their organization around the needs of their customers, few companies can claim that they organize themselves around the needs of their salespeople. Yet the two are inevitably linked: in a sales-focused culture in which the entire company (not just the sales department) is involved in selling,… Continue reading

Becoming a Better Inbound Marketing CMO – Social Media Today

Posted March 19th by admin

 Marketing’s Role in Creating Inbound Leads Not too long ago your company’s products and services weren’t available online. The only way that someone could find out about you was most likely through a salesperson. The “information scarcity” helped traditional methods like telemarketing, trade shows and direct mail flourish. Nowadays, you’ll still see some of those outbound techniques… Continue reading

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