Biznology

JUNE 21, 2017

Here are five smart ways to cut through the noise, focus on what’s important, and exceed your sales goals—without raising your stress. If a potential customer is poised on the edge of a sale and asks a question on social media, a competitor has the opportunity to steal your sale right out from under you. Write reports.

Budget Programs 157

Budget Programs High Quality Lead Work Management Sales Qualified Leads 157

Biznology

MAY 24, 2018

This subject came up for me as I was interviewed by Jim Obermayer of the Sales Lead Management Association recently on Five Lessons in Business and Life. Start your career in a small company, where you can make small mistakes, and get broad exposure to a variety of sales and marketing functions.

Tips 190

Tips Landing Pages Case Study Case Studies 190

Biznology

AUGUST 8, 2019

Third, a larger role for marketing, as active members of inside sales and lead qualification teams. Martin: A shared vision between sales and marketing about the entire demand generation and sales process. In short, sales and marketing need to take joint responsibility for guiding the buying process.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

JANUARY 23, 2013

To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and job function they need from traditional list suppliers. Companies such as InsideView and Leadspace are developing solutions in this area.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. These people are making a welcome contribution.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Biznology

FEBRUARY 25, 2013

So close rates on referred leads tend to be high. The only problem is: you can’t expect to meet your sales quota through referral alone. Here are four tips for generating more leads through referral. Don’t go into the referral-request business if you don’t have a solid lead management system in place. Ask nicely.

Business 80

Business Best Practices Sales Qualified Leads Enterprise Management 80

Biznology

MARCH 19, 2018

When a company invites me to evaluate the state of their digital maturity, the first question they always ask is, “What’s the ideal state?” Companies will often point to their technology investments as an indicator of their digital maturity. That’s the full, digitally mature state. But it’s by definition not an end.

Digital Transformation 164

Digital Transformation Lead Scoring Lead Ranking Enterprise Management 164