Deconstructing a Quota
The best time to start discussing quota and pipeline with a salesperson is at the interview stage, not after the salesperson has started in the company. It’s also a good way to find out if the...
View ArticleB2B Cold Calling Best Practices
Is cold calling dead? Patrick Donnelly said cold calling was in a blog post recently, but only if it has not evolved from the smile and dial of years past. Even as social media and web applications...
View ArticleTo Coach or Not to Coach
As a sales manager who’s involved in our hiring process, I’m trapped in a dilemma. I want job candidates to do well in their interview – I wouldn’t take the meeting unless I was optimistic the...
View ArticleSelling Power TV with Bill Binch
Recently our Senior Vice President of Sales, Bill Binch, was interviewed by Gerhard Gschwandtner, Publisher of Selling Power, on Selling Power TV. Below you can check out all 3 clips, which encircle...
View ArticleAre You Lost In A B2B Sales Lead Paradox?
Your B2B marketing department has done its job. They’ve filled the funnel with sales leads. The sales department followed through on the leads provided but somehow your close-ratios are dropping....
View ArticleBeat the Dead Horse or Cold Call
Repeated pipeline reviews are often a source of great stress between sales managers and sales people. As you’d expect, there are the usual suspects when it comes to questions at a typical pipeline...
View ArticleLove Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle
Marketing automation solutions bring significant benefits in terms of demand generation to a wide range of companies. It’s very clear that marketers can now generate, score and nurture leads to a level...
View ArticleShocking Statistics about Lost Marketing Leads
It’s 10 o’clock in the morning…do you know where your leads are? On March 6th, Brian Carroll, author of Lead Generation for the Complex Sale, shared his marketing wisdom as part of our Revenue Masters...
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Lead Generation: How Do You Balance Quantity with Quality?
We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation, as a guest blogger. Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work....
View ArticleLead Generation: Less is More in Challenging Economic Times
Everyone in Europe is challenged with today’s economic climate. Companies that have looked to reduce costs over the past few years need to focus more on the top line. But how can you grow revenue...
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