ViewPoint

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Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

ViewPoint

CRM unites areas like sales force automation, lead management, customer service, and analytics. The core idea of RPM naturally brings to mind other approaches like CRM and ERP, both bringing strategies, applications, and integration together into unified wholes.

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Is Lead Generation Slipping Away From Marketing?

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

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Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

ViewPoint

One answer includes applying, tracking and measuring best-practice sales lead management processes.

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Marketing Automation is Not Marketing Strategy

ViewPoint

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes.