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Rethinking Metrics: The Shift from MQL to Pipeline in Marketing

Sales Hacker

Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts. Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

Pointclear

A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. Marketing Pipeline. Lead nurturing triples marketing's ROI, but only if done properly.

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. Each Salesperson begins to call all suspects in Group B.

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Correct Course Now: 10 tips to keep 2017 on track

Sales and Marketing Management

Even if you started 2017 with specific, measurable goals, what happens when you fall behind? If you’re focused on reducing your cost-per-lead at the expense of driving more of the right leads into the sales pipeline, you might have two problems. by: Matt Heinz. You know what they say about best-laid plans, right?

Course 120
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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

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The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

The Brooks Group

We’ve rounded up the top 10 most popular posts from The Sales Leader blog in 2017 to give you a place to start when you’re looking to improve your team’s performance. Top 10 Sales Effectiveness Articles from 2017. Make sure your sales reps keep the pipeline full with these highly effective prospecting techniques.

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Sales Events to Look Forward to in 2017

SalesLoft

From new advances in product and technology, to exciting sales events on the horizon, 2017 is sure to be abuzz with innovation, collaboration, and thought-leadership across the board. Rainmaker 2017 will provide attendees with each of these in spades. Here are the some of the sales events where you can find us in the new year: SaaStr.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.