Demand Generation Education Lead Management Sales 
SBI Growth
MARCH 5, 2013
This post is written to help educate CEOs on why the number got missed. Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders.
SBI Growth
OCTOBER 5, 2013
As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. An LDR is not a sales rep either.
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SBI Growth
DECEMBER 24, 2012
Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Today’s Buyers are educated. Without researching how customers make a purchase decision, your sales force could be misaligned. They have the power.
SBI Growth
APRIL 29, 2013
The SVP of Sales needs more new business. Marketing has plans to help with better Demand Generation and Lead Management. But the Sales Leader can’t wait. We are currently talking with dozens of large company Sales SVPs and CSOs. Good content is being created to educate Buyers. Great stuff.
SBI Growth
MAY 5, 2013
She has helped build the company with superb demand generation efforts. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. I reminded Kathy that she’s not focused enough on Lead Management. Kathy always has great insights to share. Top Insights.
SBI Growth
OCTOBER 28, 2013
Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? How do I enable the sales force to sell the new product or solutions? How am I going to generate enough new leads to support 30% of the sales number?
The Pipeline
OCTOBER 31, 2011
The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales Leadership , Sales Success , Sales eXchange , execution. Why not adopt that within sales organizations.
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