SBI Growth
NOVEMBER 15, 2012
There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. If you are a marketing leader and you’re missing or deficient in one of these, there’s a problem. According to the study, a CMO's number one success measure is marketing ROI. Lead Development Rep. ROI came up.
SBI Growth
AUGUST 30, 2013
Determining the size ($) of the market potential – Total Available Market for your products & services. Don’t skip this step or you’ll build your lead gen engine in the dark. In 2013, the number has grown to 65%. The key to successful marketing is influencing the buyer early in the journey. Content is king.
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Pointclear
SEPTEMBER 24, 2013
I have written articles and blogs against BANT (as a lead qualifying criterion) for years. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I Think: lead nurturing. I believe that this is market dependent. BANT isn’t BUNK.
Pointclear
AUGUST 21, 2013
It appears that most of the pundits on this topic have a problem with outbound cold calling or what is sometimes called “interruption marketing” because when they think of cold calling they only think of the mindless smiling and dialing that far too many companies still do today. No lead is ever left behind. or cold calling.
Sales Training Connection
NOVEMBER 20, 2013
In a transactional sales market there may be one best solution – that is not the case in major accounts. Sales people have a propensity for under investing in lead qualification and subsequently for not walking away from a bad opportunity – especially when they have invested time and resources. ©2013 Sales Momentum, LLC.
Sales Training Connection
DECEMBER 13, 2013
As Steve Martin pointed out in an HBR blog companies are increasingly creating inside sales groups who are independently handling accounts in the mid-market. They will also need to develop expertise in competencies such as: lead identification, lead qualification, and relationship building. ©2013 Sales Momentum ®.
SBI
JANUARY 29, 2014
This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. It’s been a super-hot topic of 2013.
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