Pipeliner

APRIL 3, 2018

A sales manager should understand that an inbound lead ranks higher than an outbound lead, simply because an inbound is a reach originated by a prospect. With outbound leads, since you’re starting from square one of the buying cycle, it can take much longer. Inbound leads generally make for faster closes. Is It Enough?

Lead Management 58

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 58

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. As a common example, an Internet empowered prospect will often self-diagnose their issues, but may not do so completely or accurately.

ROI 40

ROI B2B Social Media Buying Cycle 40

Pipeliner

OCTOBER 20, 2020

A sales manager should understand that an inbound lead ranks higher than an outbound lead, simply because an inbound is a reach originated by a prospect. With outbound leads, since you’re starting from square one of the buying cycle, it can take much longer. Inbound leads generally make for faster closes. Is It Enough?

Lead Management 92

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 92