Sat.Jan 28, 2012 - Fri.Feb 03, 2012

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Do Standardized Sales Processes Really Work Anymore?

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Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP).

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Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

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When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. And analytics expertise without leveraging technology results in uninformed “what ifs” and conjecture. It is only by combining the two that organizations can successfully drive sales lead generation performance improvements, and this blog is the introduction to a three-part series focusing on marketing a