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

Docurated names OnTaget Partners top sales management blog

Posted November 10th by Ed Trachier

OnTarget was recently named one of the top blogs for sales management by Docurated.  We are very proud of this accomplishment!  -Ed Managing a sales force of any size is never a simple endeavor. Whether your sales reps are in-house, in-the-field, all within the same 100-mile radius, or spanning several continents, your job as… Continue reading

Agile Marketing: An Alternative to “Big-Bang” Campaigns?

Posted May 6th by Peter Blute

 In a recent conversation with a prospective client we turned to the topic of Agile Marketing, a term I had yet to encounter outside of the software development world. A quick search brought up 24 million hits, showing my obvious ignorance and a definitive need for a deeper look. This methodology dates back to at… 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


Posted December 20th by admin

Sales Planning Success Kit For B2B Companies Excel-based Workbook and Sales Planning Services for CEOs and Sales Leaders 3FORWARD, a provider of sales acceleration and demand generation services for CEOs and Chief Sales Officers, today announced a new suite of sales planning tools and services to help company owners and sales leaders prepare more accurate… Continue reading

Is It Time Sales Reports to Marketing? Maybe So!

Posted October 4th by admin

Had a provocative conversation recently with a senior executive at a BPO we’ve worked with in the past. He tells me they are in the process of hiring a new chief marketing officer as part of their senior leadership team and plan on having the current head of sales reporting to the new CMO. That’s… Continue reading

Not Just a Webinar – It's the First Test of Your 2012 Sales Plan!

Posted September 8th by admin

How To Get The Most out of 3FORWARD’s 2012 Sales Planning Webinar with CSO Insights There is an old military adage that says, “Proper prior planning prevents piss-poor performance!” Our upcoming webinar with CSO Insights managing partner Jim Dickie, Revenue 2012: Making it Happen Versus Hoping it Happens, will teach you proper sales planning for… Continue reading

Revenue 2012: Making it Happen vs. Hoping it Happens

Posted September 1st by admin

Have you seen your 2012 sales quota yet? In CSO Insights‘ annual Sales Performance study, 95% of companies planned to increase quotas for 2011–the largest increase in seven years!  There is no reason to assume this will change in 2012. Have you seen your 2012 numbers yet? Can you make your 2012 number with what… Continue reading

Read to Lead: Favorite B2B Sales and Marketing Blogs for #FF

Posted August 26th by admin

A quick list on some excellent blogs we love to follow (in no particular order). Check them out, plug them into your favorite reader and prepare to learn something! Thought Leaders, Analysts and Authors B2B Lead Roundtable Blog The Forrester Blog for CMO and Marketing Leadership Professionals CSO Insights Blog Harvard Business Review Blog Network… Continue reading

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