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Increasing sales productivity – 7 steps to improving lead qualification

Sales Training Connection

Lead Qualification. Well, there are several possibilities, but let’s explore one that’s often overlooked – getting the team better at lead qualification. When it comes to lead qualification, it is equally important to turn attention to influencers. ©2012 Sales Horizons, LLC. What might you do?

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3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing Management

Issue Date: 2012-12-10. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Author: Dan McDade. read more

B2B 274
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The Dangers of Using Cost per Lead as a Metric to Measure Marketing

Pointclear

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1.

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4 Things to Consider Before You Buy Marketing Automation

Pointclear

To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. Well, we’re in the dog days of August.

Marketing 164
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The Sales Methodology Blueprint: How To Choose The Right One For Your Business

Sales Hacker

Using metrics and other relevant data, MEDDIC sets quantitative standards for lead qualification and requires the search and nurturing of a “champion” in the prospect organization who will advocate for the seller’s brand/solution. Launched by Jill Konrath in 2012, SNAP stands for: S imple. stands for: N eed. SNAP Selling.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge.

Software 187
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The Quick, Smart & Actionable Guide To Building Your Sales Process

Sales Hacker

The main tactic used is to customize a company’s sales enablement tools and activities based on solutions already in place, while focusing on the lead qualification and value messaging components. . Launched by Jill Konrath in 2012, SNAP stands for S imple, i N valuable, A ligned and P riority. Conceptual Selling.