Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. Our company, like others, canceled plans to participate in near-term trade shows only to learn that all 2020 events were soon to be canceled as well.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

The Pipeline

JANUARY 16, 2012

John: No no, my people have to go out find leads and prospect, in fact, I wish they would do more; but they work trade shows, networking, cold calls. Demand Generation. Territory Alignment. It’s not easy either, they have to work at it and there is always room to improve. Book Notice. Book Review.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Emissary

NOVEMBER 4, 2021

Attend trade shows to look for common themes and identify business issues. Most vertical marketing strategies start with content for demand generation and SEO activities. Your work can help your commercial ops teams as they analyze markets, assign territories, and define channel strategies. Don’t stop with content.

Marketing 52

Marketing Strategy Collateral Case Study 52

The Pipeline

APRIL 29, 2011

For example, get so-called leads from mailings, trade shows, advertising, networking, newsletters, and speaking. Demand Generation. Territory Alignment. There’s so much that’s wrong with the traditional sales funnel, and it’s gotten worse in the Sales 2.0 Now in the 2.0 Book Notice. Book Review. Business Acumen.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Pointclear

MAY 16, 2011

Compared the count of doctor’s offices by zip code against the fixed sales territories by zip code for each sales person. Extrapolated the total number of medical devices on average that would be sold in each territory (by zip code). Each sales territory needed about 25 inquiries a month. for each territory.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150