2010

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Teleservices Business Process Outsourcing: Want to Go North or South?

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Are You A Player?

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We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet. The coach asked, ‘What’s wrong Jim? Why are you down?” ” Jim responded, “Coach, this team we’re playing today is so much better than us. We don’t stand a chance. don’t stand a chance.”

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Sales & Marketing Unaligned? The CEO Owns the Fix

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Lead Generation Best Practices: Summarizing the 7-Part Series

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Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.” Following is a summary of these best practices grouped by blog article. Part 1: Agree on Lead Definition. Sales and marketing must agree on the criteria for a lead to be qualified for hand-off.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

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Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints.

Lead Generation Best Practices Part 4: Dedicate Qualifying Resources

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Tailwinds for Marketing Automation Software

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Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound

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B2B Marketing Trends for 2016

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Lead Generation Best Practices Part 2: Segment & Test Your Market

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Interview with B2B Sales Leader Jill Konrath

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Lead Generation Best Practices Part 1: Agree on Lead Definition

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Lead Generation Best Practices: Introducing the 7-Part Series

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Sales Lead Management Week Oct 10-16: Educating on Best Practices

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Day #2 Pardot User's Conference—Multiplying Results at Every.

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Day #1: Pardot Users Conference—Lead Management Live from the ATL

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A Content Formula for Complex B2B Organizations

Sales & Marketing Unaligned? One Party Owns the Fix—But Not The CEO

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Sales & Marketing Unaligned? Sales & Marketing Own the Fix Together

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Sales and Marketing Unite! Really.

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90% of B2C Brand Conversations Happen Offline. True for B2B, Too?

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Six Key Steps to Successful Marketing Automation Adoption

Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question

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There's Gold In Them Thar Databases!

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Sales & Marketing Still Not Aligned? Who Owns the Fix?

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Two Sales Best Practices: Prospecting Plans & Customer Is King

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8 Ways to Create More Effective Lead Generation Programs

Translating Marketing's Idea of a Lead Into Sales' Idea of a Lead

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Uncovering Revenue Opportunities Hidden in Lead Management Processes

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B2B Lead Generation: How Long Should Marketing Be Involved?

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Two Encouraging Lead Generation Trends in July 2010 Report

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Sales Lead Management Association Launches Live Talk Radio Program

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Epiphany—A New Stage in the Demand Generation Buying Process

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The Killer App for Sales Lead Generation Success

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3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales

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B2B Marketing Trends for 2016