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JULY 25, 2011  Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting
Greg Alexander is also the author of three critically acclaimed books: The CEO's Guide to Getting More Out of the Sales Force (2010), Making the Number: How to Use Sales Benchmarking to Drive Performance (2008) and Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives (2008). Instinct cannot be taught so few salespeople become great hunters.
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NOVEMBER 27, 2012  3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)
In 2008 LinkedIn introduced Groups and for years now B2B marketers have been tortured by inappropriate, low-value comments and linking—people trying to promote "their thing." Today's guest blogger is Jeff Molander. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Sometimes those people are us! So after all these years what have we learned? As it turns out a lot. The Problem in a Nutshell. Yet it’s not our fault. The Bottom Line.
NOVEMBER 27, 2012 | VIEWPOINT
 3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)
JULY 10, 2012 | VIEWPOINT
 Bulls, Bears, Bernanke and BtoB Lead Generation
JULY 25, 2011 | VIEWPOINT
 Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting
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JULY 10, 2012  Bulls, Bears, Bernanke and BtoB Lead Generation
Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur). We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. Lead rates never dropped to zero.
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