In the slideshare presentation below Brett highlights 10 specific action areas that can help any Sales executive ramp up quickly. Are you a newly promoted VP of Sales? Would you like to know 10 key areas to focus on so you can ramp your team up quickly? attended the American Association of Inside Sales Professionals (AA-ISP.org) Inside Sales 2011 conference in San Francisco in February. One of the most interesting breakout tracks was presented by Brett Wallace, VP of Sales for Zoominfo. Get a Self-Service Price Quote for Zoominfo Pro today. Your First 90 Days in Sales Management. MORE >>

Jim calmly replied, “I agree 100% Nancy, but if you’ll just hear me out, I think I have a plan that will help us find more prospects earlier in the sales cycle without compromising our value proposition. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. Nancy looked at Jim and smiled. Jim, we sell very complex and expensive products through many sales channels and partners. You know that.”. Here’s how it works….”. MORE >>

While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. Price papers exploit that need in a helpful way by providing needed information to prospective customers in exchange for their contact information. For the B2B marketer, it is a valuable document that prospects want and can be used as a strong offer to motivate them to provide their contact information (lead conversion). MORE >>

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there? In our search for a tool we turned up empty, so we decided to create one ourselves. It’s called OfferGrader™ and it is in it’s infancy right now. We are in data gathering mode! B2B Marketin MORE >>

For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. B2B marketers depend on these offers for a reason - they work. must have high value to the prospect. MORE >>