ViewPoint
APRIL 28, 2015
A visit to the prospects’ Facebook page will provide a glimpse into their personality. Here are my step-by-step recommendations for effective lead follow-up: I. This will provide insight that goes beyond their work history and education. Fifteen additional minutes of preparation will change your communication from ignored to welcome.
ViewPoint
APRIL 10, 2014
Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. To increase your conversion rates, take steps to improve the quality and effectiveness of your sales calls and make them during the optimum contact hours.
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ViewPoint
FEBRUARY 24, 2016
I believe the main reason there is a lack of alignment between marketing and sales is that the CEO cedes some of the decisions Mike mentions to others in the organization; and leaves it up to them to align by bridging gaps and mending fences—often resulting in poor marketing spend, ineffective sales follow-up and lower revenue. But it isn’t.
ViewPoint
JANUARY 11, 2011
Effective on boarding will finally be recognized as a critical success factor. Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective. Lead scoring and lead nurturing will move from art to science.
ViewPoint
FEBRUARY 2, 2011
As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly actionable steps for organizations looking to grow their business. How do you foster engagement on Facebook? Like at the start of a new year.
ViewPoint
APRIL 18, 2012
His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. From a B2B perspective, he uses the email term, “deliverability,” in a broader context.
ViewPoint
MARCH 22, 2011
You'll probably tell your friends, post on Facebook or Twitter and in general try to get even like Dave Carroll in United Breaks Guitars. article cited a statistic from CSO Insights that 60% of marketing organizations used some form of lead scoring before passing leads to sales. What do you do when you leave that bank?
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