As any business-to-business marketer or salesperson knows, the challenges that we face are complex. In our collection of white papers and reports, we explore the issues that are unique to our world, and share with you the established best practices that we've picked up from our experience working with hundreds of B2B companies worldwide. 

White Papers

• The Strategy to Action Gap: How to Turn Good Ideas Into Hard Sales Results

Why do so many businesses spend time formulating killer strategies that they never execute? In our white paper, we explore the reasons why the strategy to action gap exists within businesses, and share our three proven steps to turning good ideas into hard sales results.    

• Forget About Branding: How to Get Marketing Closer to Your Revenue

Is Marketing focusing on the right things in your business? Read our white paper to find out the four fundamental reasons why Marketing fails to deliver accountable results, and our three proven steps to getting Marketing and Sales on the same track.

Industry Reports and eBooks

• Sales & Marketing Alignment - MarketingProfs Benchmark Report

In this benchmark report, MathMarketing CEO Hugh Macfarlane details the findings of his landmark study into the Sales and Marketing alignment of 1,400 businesses worldwide. Discover why businesses that are focused on aligning their Sales and Marketing are significantly outperforming their competitors, and see what they're doing to get these two functions on the same page.

• The Marketing Profitability Path - MarketingProfs Paper

Profits leak throughout the entire sales and marketing cycle, but it's often difficult to identify the causes and location of each of these points of leakage. In this paper, Hugh Macfarlane and Marketing ROI author, Jim Lenskold, discuss how businesses can address their leakage to better manage their funnel.