Search Results

Keyword: ‘email’

Integrate Online Marketing Channels

October 19th, 2010

Marketers have many software vendors to choose from. There are laundry lists of companies willing to upgrade your website analytics, email marketing, display ads and almost any other part of your online business.

The growing list of platforms is making the job more complex. Work is done through several dashboards, and data comes from several directions. You have to spend time with each platform to achieve a single goal.

That is why Lisa Arthur, CMO, Aprimo, argues for marketing integration. Aprimo is an integrated marketing software provider. Arthur says integration can help marketers get back to focusing on driving higher ROI.

“The goal and promise of marketing integration is to simplify the complexity of marketing and allow marketers to spend more time on the strategy, the messages and the content, instead of chasing data and ad hoc processes,” she says.

Integration essentially pulls fragmented marketing processes under a single, centralized platform. The approach can free up some of your time, as well as:
o Streamline a multi-channel ROI calculation
o Cut campaign launch time
o Align disparate marketing goals
o Give executives and managers a quick view of overall marketing performance
o Give multiple marketing teams a central platform to work from

A key to starting the integration process is to align business strategy and marketing objectives with the goals of the effort. Consider how aligning marketing data and technology under a central platform help your company achieve its goals.

Second, marketing integration is more of an on-going journey than a short project. The process can continue for years and will require an executive sponsor. If you’re interested in integration and you’re not an executive yourself, find an executive to champion the project and point to how it will improve business goals.

Third, you should track and benchmark operational and strategic metrics. For example, on an operational level, will your team get campaigns planned and launched faster after integration? Strategically, will your team improve campaign performance?

Not all of your marketing needs to be integrated at once. Your team can start small by centralizing a disparate and manual process — such as creative review. Emails, ads and landing pages can be viewed and approved from a single, central location, rather than through an endless chain of emails.

Your team may not have a conversation around integration tomorrow, but if your number of marketing channels continues to grow, you might want to consider having the conversation soon.

Marketing Webinar Optimization: Five questions to ask yourself about webinars

October 6th, 2010

What’s the difference between a webinar and a website? The last four letters.

At first, this seems like a bad joke out of the “1,001 Wacky Jokes for Children of Marketers” (which I believe is out in paperback now). But take a step back from your website and webinar, look at the big picture, and you’ll quickly find that they both have the same goal – a conversion.

At MarketingExperiments and MarketingSherpa, not only do we research and publish information about the most effective marketing practices – the “what really works” – we also conduct webinars ourselves.

With that in mind, here are five questions we ask ourselves when staring in the mirror on the morning of a webinar…

Are you providing value?

According to MarketingExperiments research, the most important positive element to conversion is motivation. A negative element that hurts conversion is friction. Not to be overly simplistic, but given this paradigm, the ideal situation to use a webinar is when you have customers motivated enough to overcome the friction of having to take an hour or so out of their day and spend it with you.

Of course, this is why so many B2B companies conduct webinars. They have complex knowledge and products that customers are, at some level, motivated to find out more about. But let’s drill a little deeper into that thought, and perhaps address that second question as well. For any conversion to happen there must be a value exchange, and webinar attendance, while not a final sale, is a mini-conversion. So the best kind of customer to reach is the one you can truly provide value for.

Your knee-jerk reaction might be, “I provide value to every possible customer.” However, it will better serve your efforts if you take an honest self-assessment of your possible content, and decide who (if anyone) would give something for this content. Because attendees are paying with their time.

Are you communicating that value?

Every activity that happens before the webinar is your chance to make this sale. Remember, this is essentially a sale and the price is your audience’s time.

Your title, the description of your webinar, promotion blog posts, tweets, social media conversation – these all must be focused on a challenge or objective the customer has, not on your product’s features and functions.

All of your pre-webinar activity must create a solution to that challenge on three levels.

  • It must be relevant. If your audience is mid-level warehouse managers, telling them how to recreate an entire manufacturing process over which they have no control is not relevant to their challenge of meeting their production goals within the current process.
  • It must be urgent. Your customers will not spend an hour with you to solve a problem that is 15 months away. They have to meet this quarter’s goals and numbers and that is where their greatest motivation lies. In the long run there is no long run if they don’t fix short-term problems. Or, as noted economist John Maynard Keynes has said, “In the long run we are all dead.”
  • It must be important. Your audience likely has many challenges in their job. But if you are only addressing something minor, why should they spend an hour with you? Put another way, would you try to sell better tires for an airplane that has no wings?

Take an unbiased look at your efforts and make sure you truly are addressing your customer’s most pressing issues, and not just, like many companies, putting new wrapping on the same sales pitch.

Are you constantly engaging your audience?

For the host, the key is value, value, value. Why start the webinar with an ad for yourself, as so many do? What is the value for the customer? Every minute they remain on the webinar is a micro-sale to get them to stay on for the next minute.

As Flint McGlaughlin, the Director of MECLABS Group, teaches, “Dazzle me gradually.” Continuously provide value to your audience, to overcome the inherent friction of staying on any webinar.

From a technology standpoint, have a conversation with them using polls and answering submitted questions throughout. Have staff on hand to conduct Q&A through your platform since you won’t likely have the time to address every question on the call. Encourage them to have a conversation with each other by using a Twitter hashtag.

Again, your focus is not the sale, its helping and providing value to your audience.

Are you listening to your audience?

Once you have dazzled your audience, give them a way to learn more about how your company can help them. Over time, you can start to measure the value of these leads with your sales team and then discern how many leads you get per webinar and how much these leads are worth. Are they more likely to close than a bought list or other cold lead? Do they end up being higher-value deals since they are from more motivated, more engaged customers? Answers to these questions will help you determine ROI.

Beyond ROI and independent of leads, make sure you keep a finger on the pulse of your webinars themselves by making sure your audience has a way to provide you feedback and let you know how much value and help you provide through them. By keeping an eye on this soft metric, you can use your webinars to help educate a community instead of alienating potential customers.

Are you building a community?

Before, during and after a webinar, social media and other content marketing is an excellent fit to building a community around your solution (and, as the name suggests, your solution is not your product but rather the value you provide to customers).

Before a webinar, solicit feedback through LinkedIn to understand what topics your customers want more information about. Then, perhaps release a juicy whitepaper that you can dissect live on the webinar. During the webinar, use a Twitter hashtag to facilitate conversation with (and between) attendees. After the webinar, write follow-up blog posts (with audio and video replays) to share information with those who couldn’t attend, and interest them in attending your next webinar and further feeding the virtuous value cycle.

Remember, a webinar – just like social media – is a channel. It has no inherent value. Your job is to provide that value.

Related Resources

“Double the Value of Your Online Testing: Don’t just get a result, get the maximum customer insights” Web clinic

Top Five B2B Marketing Practices For 2011” webinar

How to Promote Your Webinar Via Google News

The Art of Inventing Must-Attend Webinar Topics: Real-life Inspiration

Marketing with white papers and/or webinars

Photo attribution: royblumenthal

Always Integrate Social Marketing?

September 2nd, 2010

A new report from ExactTarget and CoTweet reveals interesting differences in consumers’ motivations and habits when connecting with brands via email and social media. Take a look to find out more about why your customers are listening to you.

The report (you’ll be asked for an email address and phone number) is the result of three types of focus groups conducted with 44 people, and a 1,506-person survey (see methodology). It is loaded with interesting stats, such as:
o 38% of U.S. online consumers are fans of a brand on Facebook
o 5% follow at least one brand on Twitter
o 93% receive at least one permission-based email per day

The report offers plenty of other great metrics, and touches on useful topics, such as the motivational differences between consumers who first check email in the morning and consumers who first check Facebook. Check out the report for more.

The report also offers great best-practice advice for communicating with customers via social channels. However, there was one piece of advice I want to offer a different opinion on.

The report suggests that marketers avoid promoting exclusive, channel-specific offers in social media, and that “tone and content should be the primary differentiators in our channel strategies, not promotions.”

In general, this is sound advice. Integrating campaigns through multiple channels always drives stronger performance. And you do not want to condition followers to receiving special deals.

However, I feel like marketers should throw their social media followers an occasional treat. They are often truly fans of your brand. I do not think it could hurt to make them feel special, say, once every six months.

The “treat” does not have to be a discount or offer, either. For example, it could be a hint of a product launch sent to the audience two days before a press release is issued. And if it is a deal, it does not have to be exclusive to social media followers. Maybe, just once, they receive a coupon code a few days before your email subscribers.

How do you feel about occasionally giving social followers and fans special treatment? Waste of time? Vital display of gratitude? Let us know…

Take the Hint from Unresponsive Subscribers

August 20th, 2010

For several years now we’ve seen marketers report that a bigger email list isn’t necessarily a better email list. There’s often more value in a smaller list of engaged, responsive subscribers than in a huge list with a significant portion of addresses that never open, click, or convert from your messages.

But a new study from Return Path shows that many email marketers are still hammering unresponsive subscribers with undifferentiated, sales-focused emails — rather than providing more relevant messages intended to re-engage those subscribers, or removing them from their lists.

To observe marketers’ email practices, the researchers at Return Path purchased one item from 40 online retailers and opted-in to their email marketing programs. They kept that email account active for 19 months after the purchase, but did not open or click a single message they received and never purchased another item.

In short, they were totally unresponsive subscribers. But during those 19 months, the researchers observed:
• Retailers sent on average between nine and 11 emails per month during the course of the study
• Only 27% of retailers stopped sending messages during the study period
• Only 12.5% of retailers sent a “win-back” message that attempted to reengage the subscriber

We agree with Return Path’s conclusion: Marketers that don’t pay attention to unresponsive subscribers are missing opportunities and potentially harming their sender reputations.

Instead, identify those non-responders and approach them differently than you do your engaged customers. Here are three steps to take to begin the process:

1. Segment database by recent activity

Monitor subscriber actions to identify those who are engaged, and those who are not. Then, create a special segment for subscribers who have not responded to an email (clicked or purchased) in a specific period of time — say, the past six months, nine months, one year, etc.

2. Send unresponsive segment special offers or win-back campaigns

Once you’ve found your “unresponsive” segment, work to re-engage them with more relevant messages, such as:
o Special offers for win-back campaigns
o Requests for them to specify their email frequency and other preferences
o Requests for them to confirm whether they still want to receive email from you

3. Clean your list

Unresponsive subscribers that don’t reengage after win-back campaigns or re-permissioning emails should be purged from your list. Otherwise, your deliverability can suffer.

As Return Path and other deliverability experts have noted, some ISPs are increasingly using subscriber response rate as a factor in a sender’s reputation. If they see low or no-response from a big portion of your database over time, they may reduce your sender score to the point that your messages are sent to spam folders — or blocked entirely.

Multichannel Branding and Testing

August 19th, 2010

Multichannel marketing strategies can be powerful sales and awareness drivers, but they can present challenges to maintaining consistent brand messaging and sales performance.

The marketers at luxury jewelry brand Scott Kay, for example, reach audiences through several offline and online channels, including:
o Website
o Email
o Radio
o Outdoor
o Direct mail
o Retail partnerships

Marketing through so many channels complicates achieving continuously improving results, says Dan Scott, CMO, Scott Kay.

“There is no single silver bullet or one structure or one formula in multichannel marketing that will work,” Scott says. “There has to be assessment and reassessment each year of how the campaigns were structured, if they worked properly and what we can do better.”

Here are two tactics the team uses:

– Test the waters

Scott’s team tests multichannel messages and materials in a small group of retailers and focus groups before releasing them in a broader market. If results are positive, the campaigns are broadened to 10 select markets. From there, the team may adjust the messaging in specific markets to improve resonance and response.

“If in a six-month period the metrics are not performing as forecasted, then we’ll make additional changes,” Scott says.

– Establish checks and balances

The team also uses a system of checks and balances to ensure marketing messages are consistent across channels. For example, the team requires Scott Kay’s retail partners to sign a compliance agreement before selling its products. Part of that agreement requires retailers to submit marketing campaign materials for Scott Kay’s approval.

For example, one retailer wanted to invest heavily in marketing its Scott Kay collection in nearby movie theaters.

“We had to respectfully reject that,” Scott says. “The basis being that the audience was too widespread, too difficult to quantify and the environment too pedestrian for the luxury brand that we represent.”

Blogs are Becoming the New Front Door for Prospects: Is Yours Open?

July 29th, 2010

If you’re still on the fence about the importance of a company blog, consider this trend: Many B2B marketers report that their team’s blog — not the company homepage — is now the most popular entry point for online visitors.

While judging our Viral and Social Marketing Hall of Fame entries earlier this month, I reviewed several strong entries from B2B marketers that cited impressive statistics for their company blogs. Thanks to a solid blogging strategy and the inherent SEO benefits of blog content, these marketers reported that their blogs were now outpacing their company homepages for key metrics such as:
o Total visits
o Time spent on site
o Number of pages viewed

For example, the team from the ESP Delivra (who just missed the cut for our Viral and Social Hall of Fame honors but nonetheless had a strong entry) reported that their company blog and social networking activity have become the primary ways they get thought-leadership content in front of prospects.

Carissa Newton, Director, Marketing, Delivra, shared these stats:

– They now see 4x more blog traffic than website traffic.

– Visitors are now staying 3x-4x longer to read blog content and website links included in that blog.

“In previous years, visitors went straight to our website,” says Newton. “With social media and blogging, it’s kind of changing that dynamic.”

Two factors are at work here: Blog content that is frequently updated and loaded with your team’s most important keywords lead to greater visibility on search engines. Plus, social sharing tools now enable your readers to share that content with their extended networks, further extending your reach and visibility.

In fact, Delivra has jumped more than 20 pages in Google search results for key phrases such as “email marketing” since starting its concerted blogging and social media effort. And since last October, the team has seen a 70% increase in inbound leads.

So if you’re not yet using a company blog for your own marketing efforts, now is the time to develop a strategy. To make the most of that tool, Newton offers these three tips:

Tip #1. Recruit multiple bloggers

Effective blogs are updated frequently. But many small marketing teams struggle to find the time to continually feed the beast. Newton’s team uses nine or 10 regular contributors from within the company, as well as three to four frequent guest bloggers, including customers.

Having multiple contributors ensures your blog will be a compilation of multiple viewpoints and relevant expertise that attracts a variety of readers. Plus, each blogger’s writing style will incorporate keywords in different ways to attract search engines.

Tip #2. Enforce regular posting

Maintaining a consistent schedule is essential to a successful blogging strategy. Newton’s team posts at least once a day during the work week.

How did they enforce that rule? They got the company CEO, Neil Berman, on board, and he made it a requirement that the blog be updated five days a week. He also leads by example: Berman contributes to the blog each Monday.

Tip #3. Share metrics and reward success

Newton also recommends using carrots alongside the stick of mandatory blog posts to keep bloggers motivated.

In the early days of their blogging effort, she ran internal contests to single out the blogger whose post was shared the most. She also used gift cards as rewards for the most successful posts.

Now, she simply shares the metrics from the team’s blogging and social efforts to show the rest of the company how important their contributions are.

“By sharing results, such as traffic increases, people’s eyes get opened differently.”

Welcome Messages: Are You Making a Good First Impression on New Opt-ins?

July 1st, 2010

I’ve just completed another MarketingSherpa Email Essentials Workshop Training session, and have another quick tale from the road:

In the recent Workshop in Atlanta, one attendee submitted the URL of his email sign-up page for a critique, but said that he wasn’t submitting a welcome message because he didn’t believe there was one. Lo and behold, when I signed up for his email list I received a welcome message. I then understood why he didn’t realize it existed — it was utterly forgettable.

There are so many things that a welcome message can and should be; so many ways it can get the email relationship off on the right foot. We critiqued this welcome message during the workshop; I look forward to seeing the marketer implement the ideas we discussed to make it more effective.


Do you know if a welcome message is sent to new subscribers to your email list? If it is, do you know what it says? Whether it’s text or HTML? Who to contact if you need to update or change it?

I’m often surprised at how many marketers overlook this critical aspect of a new email relationship. Here are a few tips on welcome messages (just a small taste of what we cover in the email list growth section of the Workshop).

Welcome messages are one of the most common types of transactional email messages. A survey published in MarketingSherpa’s Best Practices in Email Marketing Handbook found that:

– 54% of respondents stated that they open and read transactional messages “very often or always.”

– Only 21% of respondents reported opening and reading other opt-in email with the same frequency.

Bottom line: Your welcome message (and other transactional messages) are probably opened and read by two-and-a-half times as many people as your email marketing messages. They are worthy of your attention.

Yet many organizations don’t think much about their welcome messages. Case in point: Exhibit A below.

text-only welcome message

This welcome isn’t bad, but it’s not reaching its full potential. It does thank the reader for subscribing. Then it reiterates the information provided at sign-up — but why? There’s really no reason.

Contrast this with Exhibit B: A welcome email from NFL Shop.

HTML welcome message

NFL Shop’s welcome message is in HTML, not text. But that alone doesn’t make it better. Just as the previous message did, it thanks the recipient for subscribing. But then it goes a few steps further.

– The benefits of having an email relationship with NFL Shop are front and center, in bullet points so they are easy to skim. This gets the recipient excited about receiving future email messages from NFL Shop.

– They also provide a link to get a free team catalog. They are making it easy for people to learn more about the merchandise they offer to entice them to shop and buy.

– Speaking of which, I love the “Begin Shopping” button on the right side of the email. It drives people back to the site to browse and buy, which is NFL Shop’s bottom line goal.

As good as this welcome message is, they are still missing an opportunity. See all the blank space below the “Begin Shopping” button? Why aren’t they using it to provide a coupon for a discount on my next purchase? They could add urgency by having the offer expire a week after the date that the welcome message was sent. That would give recipients an extra incentive to go back to the NFL Shop site and buy.

In a nutshell, an effective welcome message should:

o Thank the subscriber for signing up

o Reiterate the benefits of the email relationship

o Include a call-to-action

o Offer an incentive to encourage the desired action

Dating analogies are rampant in the email world, so here’s another. When someone signs up for your email list, they’re expressing interest in having an online relationship with your organization. Sending an effective welcome message right away is critical for leveraging this “honeymoon” period and getting the relationship off on the right foot.

Testing Interactive Ecommerce Features

June 21st, 2010

Social ecommerce technology has lifted sales and turned one-way websites into two-way conversations. Ratings and reviews, for example, have tremendously improved the consumers’ shopping experience, as well as many marketers’ conversion rates.

Frank Malsbenden, VP and General Manager, and his team are already looking for the next winning interactive ecommerce feature. The team maintains several footwear ecommerce sites, including, which Maslbenden calls “the perfect sandbox.”

The team often tests new ideas on this smaller site, giving it a unique feature set that’s worth browsing for ideas. Features include:

– One-click voting and tagging

On product pages, visitors can click to declare they “like” or “hate” a product. A score is tallied on the page. They can also tag products, similar to how blog posts are tagged. Visitors can view the most “liked” or “hated” products, or products bearing the same user-generated tag.

– Drag-and-drop sharing

On product category pages, visitors can click product images and drag them onto icons to share their links on Facebook, Twitter or via email.

– Profile and live feed

Customers are given profile pages, where they can track all the shoes they’ve “liked,” “hated,” tagged and shared. They can create a vanity URL and have their profile’s page views tallied and displayed. The profile also shows a live feed of all activity on the site, such as:
o Products recently viewed
o Products recently liked, hated, shared or emailed

Malsbenden’s team is testing these features and others, such as a possible live feed integration on the homepage. Features they deem as winners will be incorporated into the fall redesign of the team’s flagship website,

Preview Panes, Image Blocking and My Pitch to Have Microsoft Outlook Turn Images on by Default

June 17th, 2010

My “official” blog post will begin in a minute, but first here’s a quick tale from the road:

Some marketers from Microsoft attended the Email Essentials Workshop in Seattle, Washington last month. The creative they brought to share didn’t leverage the preview pane as effectively as it could have when images were blocked.

We were discussing ways to address this as a group, when I just couldn’t resist. I suggested that, since Outlook was a Microsoft product, they just talk to the developers at their company and change the default from “images blocked” to “images on.”

The room broke out in laughter and a little applause; the other attendees were definitely on board with this idea. One of the people from Microsoft jokingly said he’d speak to Steve Ballmer about it right away. Who says that talking about email marketing can’t be fun!

Some of the most interesting discussions in the MarketingSherpa Email Essentials Workshop Training sessions I’ve been leading center around creative execution, preview panes and image blocking.

Workshop attendees bring samples of their email marketing efforts that we review as a group, identifying areas where the creative mirrors standards and best practices, and also looking for things the marketer might test to improve performance. It’s surprising to me how few marketers take image blocking into account when developing their email creative.

In the latest MarketingSherpa Email Marketing Benchmark Report, a survey of email recipients found that only 33% have images turned on by default. That means that 67% – or two-thirds of recipients – don’t.

The preview pane is your prime real estate to pull people into your email. In conjunction with the sender address and subject line, it’s the key to getting people to read your email. When I’m looking at image blocking, I focus on the preview pane view. This is the place that having images on, or off, makes the most impact.

More than 80% of business people and more than 50% of consumers utilize the preview pane view on their email clients. More than 75% are using a horizontal (rather than vertical) preview pane (data, again, comes from Marketing Sherpa’s 2010 Email Marketing Benchmark Report).

So you should all know what the preview pane view of your email looks like, both with and without images.

Exhibit A: A recent issue of one of USATODAY’s email newsletters (see below).

With the images turned on, I can see that it’s the Travel Briefing and even get part of an image and a headline to pull me into the email.

screenshot of the preview pane with images turned on

But that’s not the case when images are blocked (see below).

With images turned off I can see the “housekeeping” messages at the very top, as well as the copy associated with the Facebook and Twitter links, but nothing else.
screenshot of the preview pane with images turned off

At the very least, the “Travel Briefing” headline should be in rich text, as the social media copy is. Many companies prefer to make newsletter titles and even headlines images because it allows them control over the font for branding purposes. That’s fine on a website, but for email anything that can be rich text should be. That way the words will show even if images are blocked.

Also fine on websites are large “hero photos” which appear under the header — but they’re not so good in email. The caption for the photo at the top left, which is also the story headline, is “Top 10 Free Travel Apps.” It’s directly below the image. If USATODAY moved this above the image it would make the preview pane, with or without images blocked, much more engaging.

One more thing: With images blocked the content of the email is shifted down. So even though the headline on the right appears when images are on, it gets bumped below the preview pane when images are blocked. Without images there’s not a lot here to engage readers and pull them in to read the email.

Developing email creative to take full advantage of your preview pane prime real estate when images are blocked isn’t difficult or expensive. It just takes a little thought. If you don’t know what your email looks like in the preview pane with images blocked, now’s your chance to check.

So check how your messages appear in the preview pane when images are off. And if you don’t like what you see, fix it — and see your engagement and click-through rates rise. At least until my Microsoft marketing contact convinces Steve Ballmer to have the developers make “images on” the default setting for Outlook…

Editor’s Note: Jeanne Jennings is teaching MarketingSherpa’s Email Essentials Workshop Training in 10 locations around the country this year; the next one takes place in Atlanta on June 25th. She’ll be blogging about the course material and her experiences during the tour. We’re excited to have her on board and contributing to the blog.

Getting Serious about Lead Nurturing and Lead Management

June 8th, 2010

Since the beginning of this year, I’ve noticed a recurring theme in my conversations with B2B marketers: This is the year to get serious about lead management and lead nurturing.

It’s not that lead management is a new concept – in fact, many marketers I talk to already have some kind of nurturing and scoring process in place. But many of those same marketers admit they haven’t fully realized all the benefits of their system and need to optimize it.

And now, a range factors are coming together to push those teams to get more out of their lead management systems – while pushing teams that haven’t adopted lead nurturing or scoring to create a system of their own.

Here are a few of the factors I’ve seen:

– Lead nurturing can address some of the biggest challenges B2B marketers reported facing in our 2009-2010 B2B Marketing Benchmark Report:
• Generating high-quality leads
• Marketing to lengthening sales cycle
• Marketing to a growing number of people in the buying process

– Staff and budget cuts brought on by the recession are forcing teams to streamline and automate more of their marketing processes. Things like automated drip-email nurturing campaigns look more like a “must-have” when your staff and budget for campaign execution shrinks.

– On a more positive note, optimism about an economic recovery has some teams thinking about future growth. They realize that the manual systems they use now won’t scale when their volume of leads and sales activity picks up again.

Any of those factors would be a good reason for you to revisit how you manage your own lead flow and qualification process. I have to note that, unfortunately, there’s no quick and easy route to lead nurturing nirvana.

The process requires a lot of work – collaboration between sales and marketing, planning and development of automated campaigns, monitoring and analysis of data, and routine testing and modification of your process, among other tasks.

On Thursday, June 10, I’ll be conducting a free webinar with Jennifer Horton, Best Practice Consultant, Eloqua, that provides research data and case study results to address some of the key challenges in optimizing lead management. (Here’s the registration form with more information.)

But if you’re ready to put in the effort, you can transform the way your marketing team operates, improve your relationship with sales, and make an even bigger contribution to your company’s revenue.