Buyer Demand Generation Prospecting Travel 
Sales and Marketing Management
FEBRUARY 22, 2021
Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling.
Vendor Neutral
JUNE 15, 2021
Join our free webinar to learn what sales approach actually engages buyers and makes them willing to have valuable conversations. Give prospects the education, insight, and value they crave, and watch as your competition ends up in the rearview mirror! Over the last year, we’ve all transformed.
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Allego
APRIL 30, 2020
Buyers have changed. Prospects may have completed much of the buyer’s journey—some say as much as 60%—before speaking to a sales rep. This creates an extra burden for sales enablement professionals who must equip sales teams for an increasingly complex buyer journey. Legacy Approaches Hamper True Enablement.
Mereo
MAY 28, 2020
Typically, aside from salaries/compensation, the largest line-item in sales budgets is travel and entertainment expenses (T&E): mileage, flights, client dinners, etc. But in the light of social distancing and shelter-in-place guidelines, many salespeople are literally grounded in one spot, seeking to serve buyers in remote capacities.
Sales Hacker
JUNE 16, 2022
It’s about listening — mostly to customers, prospects, and partners — and managing what you measure. Your prospects may share that they’re pausing on projects or vendor meetings. Head of Demand Generation at Outreach. Q: How should demand gen orgs pivot in times like these? Invest in training.
Klozers
DECEMBER 15, 2014
Salaries, Benefits, Cars, Travel, Accommodation and expenses can rack up very quickly, especially if we are not getting the results we are looking for. It makes sense therefore, to maximize our resources as we simply cannot afford to have our sales people calling on unqualified sales prospects.
The Pipeline
APRIL 25, 2011
The answer was that indeed sales was, but it was interesting to see how the real question and discussion turned to whether sellers were being to passive, reactive and readily abdicating part of their mandate, letting the buyer dictate the outcome good or bad, because relationships are more important than sales. Demand Generation.
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