QFlow.ai Blog

More than ever, the attention span of a B2B buyer is fleeting. In the age of COVID-19, B2B CEOs are adding lead response time to the short list of key metrics reviewed daily. Why? Because every lead counts right now. When a lead raises a hand asking for sales to get in touch, the likelihood of conversion to an opportunity correlates with timely follow-up. Leadership is right to focus on this tactical metric right now. As far back as 2011, a study in the Harvard Business Review found that companies are just too slow to respond. The authors found that the reasons for this… ... Read more at blog [dot] qflow [dot] ai

Salesforce.com forecasting features are typically a pain to configure, use, and maintain. An industry of sorts has emerged to address some of Salesforce's shortcomings. ... Read more at blog [dot] qflow [dot] ai

The shift toward remote/hybrid selling is shining a light on the folly of organizations that rely on a small subset of sales superstars to hit their number. In part, that’s what Jacco Van Der Kooij and the good folks at Winning by Design warned about (“science over superstars”) in their 2018 book, The SaaS Sales Method. ... Read more at blog [dot] qflow [dot] ai

As QFlow.ai has grown over the last twelve months, one area of our focus has been supporting our most security-minded customers’ needs. Many of these types of enhancements take place behind the scenes. So when they don’t, we celebrate a bit… We are pleased to announce that QFlow.ai is now Okta-verified and available in the Okta Integration Network.

We start this blog by stating the obvious. There are two requirements to performant marketing: 1) to generate high quality leads, and 2) to do so as efficiently as possible in terms of resources consumed. In practice unfortunately, these objectives often get forgotten as marketing teams sustain pressure from the organization. This leads to an outsized focus on lead volume, to the detriment of quality and efficiency. Let's examine each of these two objectives carefully and try to understand the best way to achieve both. ... Read more at blog [dot] qflow [dot] ai

A world in which marketing works productively with sales and vice versa can feel elusive. Like any relationship, it requires sustained effort and leaders must take steps to make that effort visible. From an organization's standpoint, how can we define “working productively”? ... Read more at blog [dot] qflow [dot] ai

Most B2B marketing professionals have used the Salesforce Campaign object. But if you’ve tried to reliably track marketing spend in a finance-friendly way using Salesforce campaigns, you’ve run into some fundamental limitations. Tracking ongoing campaign spend in marketing automation platforms HubSpot, Marketo, and Pardot is not possible — sadly, that’s why most teams end up in spreadsheets. ... Read more at blog [dot] qflow [dot] ai

To be in the position of manager carries responsibility. It is a big deal. This post is written for first-time managers, but It might contain a couple reminders if you've been in the manager game for a while. In recent weeks, I've spoken to your highly ambitious direct reports. Some of what I heard prompted me to write this post. ... Read more at blog [dot] qflow [dot] ai

With the formation of QFlow.ai, I wanted to share a bit about what QFlow is and does, but also try to answer the question: why build QFlow? Let’s begin with the problem. Both I and my co-founder have spent years in executive positions (CFO, VP Finance, VP Operations, VP Marketing, etc.) at B2B companies. At each company, between sales, marketing, customer success, and finance, we had a lot of tools generating a lot of data. But our organizations were by and large stuck with outdated tools and skills to analyze that data. ... Read more at blog [dot] qflow [dot] ai