Are you a newly promoted VP of Sales? 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. In the slideshare presentation below Brett highlights 10 specific action areas that can help any Sales executive ramp up quickly. Your First 90 Days in Sales Management. B2B SalesWould you like to know 10 key areas to focus on so you can ramp your team up quickly? My advice? MORE >>

This survey is telling us that potential customers not only want pricing, they want it during the awareness stage, well before they view any webinars or contact Sales. My opinion for why this is happening in B2B sales is based on examining the TIME vs. CONTENT problem. Interested prospects would connect with the sales team in a variety of ways to set up meetings. Do you believe as a marketer that “product content is king&# for B2B lead generation ? Take a look at the results of this B2B Buyer’s Study (click to enlarge): Can this be right? How can that be true? MORE >>

Since my potential customers are senior level Sales and Marketing folks, I know their time is precious and limited. Could you sell your product or service with just ONE picture or slide? It’s harder than you think. We provide a lead capturing service to B2B companies called EchoQuote. rarely get the chance to actually sit down with a potential customer at their location but, when possible, I never waste it by showing a power point slide show. also know that presenting a barrage of power point slides is a waste of face time, so I take a different tack. That’s right. MORE >>

If they CANNOT afford the price, they may not realize that it is overbuilt for their purpose so they to will not contact your sales team. B2B Marketing B2B Sales Lead ConversionIt seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reason; it will lose you website conversions. As you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. You move on. MORE >>

think web users are finally sick and tired of sneaky ways being used to get their information so a sales person can “help&# them. The marketing/sales person quickly analyzes whether it is a friend or foe. Tags: B2B Marketing B2B Sales EchoQuote Tips Lead Conversion Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? We periodically review EchoQuote requests for our newer clients and we sometimes get these. But why so angry ? Guess what? If a foe, the request is denied and the quote is not sent. MORE >>