Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. While virtual selling has challenges, many commercial organizations are finding it works better than expected.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

AUGUST 6, 2017

Customers - Routine 'keep in contact' but not in the buying cycle segment. Prospects - Known, 'keep in contact' but not in the buying cycle segment. 20 percent are fully qualified, but the timing is just too early, so still go to sales for them to keep in contact as warm leads. Prospects - Major targets.

Sales Qualified Lead 192

Sales Qualified Lead Leads Marketing Qualified Lead Lead Capture 192

Pointclear

MAY 12, 2011

While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140