Remove customer
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Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. I invite you to subscribe to the PointClear blog so you never miss a post. How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales.

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Good Reads for B2B Sales - Selling at Every Level

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. Via Funnelholic.

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Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process. Develop a lead hand-off process and follow-up best practices.

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Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

ViewPoint

The solution is notable for many reasons, one of which is the speed of implementation: the first customer went live within two weeks of meeting the Kenandy team. Derek notes that Salesforce’s Chatter is used to communicate both externally (customers, suppliers and distributors) and internally (production, engineering, and purchasing).

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The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark Consulting

Get Content Get Customers: Turn Prospects into Buyers with Content Marketing. The original primer that reviews content marketing best practices and why content delivers leads and nurtures them into customers. Conversion Optimization: The Art and Science of Converting Prospects to Customers. Demand Generation and Lead Process.

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Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

ViewPoint

Sales professionals will continue to struggle trying to keep up with increasingly complex decisions, the demand to “know more” and new technologies. All of their efforts will be focused on converting these accounts from contact information to paying customer. Colleen Stanley – SalesLeadership, Inc.: Final Thoughts from Dan.

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Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?

ViewPoint

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.). This is not an anomaly.