Many of today’s B2B-focused sales and marketing organisations are implementing or considering Marketing Automation solutions - and with good reason. The new generation of software-based solutions from organisations like Eloqua, Marketo and others offer the potential to improve marketing effectiveness. But if you’re organisation is engaged in high-value, complex and lengthy buying cycles that involve multiple stakeholders, marketing automation by itself can never establish the level of prospect engagement required to build strong relationships or achieve the all-important “trusted advisor” status. ...

What separates the top-performing B2B sales and marketing organisations from their also-ran competitors? What are the winning behaviours that enable them to create repeatable, scalable and predictable businesses? After observing many of these best-in-class organisations in action, I’d like to suggest 20 best practices that all B2B focused companies ought to think about adopting…...