ViewPoint

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

ViewPoint

There is something of an irony at work here in that the MA offerings focus on generating inbound leads, and it’s a requirement that MA vendors need to supplant their own functionality with huge investments in outbound lead generation, lead qualification and lead nurturing if they want to achieve enterprise-level, complex sale success.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

ViewPoint

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. He cites the example of a marketing automation company to illustrate how important outbound initiatives are: “Jon Miller from Marketo is one of my favorite writers on lead development. He wrote this manifesto a while back.

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Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

ViewPoint

It’s time marketers acknowledge that this is a reason salespeople continue to ignore leads sent to them by marketing.”. Sending sales leads that suck is a lose-lose plan. Read “How Much Do Your Leads Cost” to understand why. In 30 minutes or less I can help you estimate what your lead cost should be.

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