ViewPoint

AUGUST 9, 2016

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece. Demand Generation Recommendation: From PDFs to Visuals and Video. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

APRIL 23, 2013

They should demand evidence that the deal is real, that the prospect is motivated to change, that genuine urgency exists, and that the sales person can articulate a clear reason why they are going to win—backed up by a coherent strategy. I believe—and I strongly recommend—that frontline sales managers need to act as devil’s advocates.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120