ViewPoint
JANUARY 15, 2013
Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies. D&B —since 2003.
ViewPoint
AUGUST 14, 2012
Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. In 2010 just over 40% of our dispositions or completed companies were from inbound responses.
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ViewPoint
OCTOBER 15, 2013
Some hightlights of the study: “TuneIn is a Palo Alto company that aggregates online radio stations and streams to more than 40 million active listeners.”. SLMA Radio - Since 2010. A few of the executives we have interviewed: Jill Konrath of Selling to Big Companies. Phil Fernandez of Marketo. Bill Godfrey of Aprimo.
ViewPoint
SEPTEMBER 29, 2015
I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Instead of companies with 100 prospects world-wide using it, the IP-based targeting can, through software and a little manual labor, be applied to companies with a much larger total available marketplace (TAM).
ViewPoint
DECEMBER 10, 2013
Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Make People Want to Work for Your Company. Let people see how great your company is, Chad suggested. Sales is Getting Scientific.
ViewPoint
JULY 10, 2012
In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. There are always companies outperforming the overall economy.
ViewPoint
FEBRUARY 16, 2011
A day doesn’t pass that I don’t hear a remark (usually from salespeople), about the difficulties of using their company’s CRM system. What about your career; your company? I use a CR question to bring them back to reality. Without CRM, where, oh where, would we be?
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