Despite the explosion of online products and changing customer buying habits, the sales profession still lacks an innovative set of sales practices that really work in the new reality
—Anneke Seley, Brent Holloway, Sales 2.0
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Why Your Sales Force Needs Fewer Marketing Leads (registration required)
It's true—sales reps don't need more marketing leads. They need fewer leads—or more accurately, fewer raw, unfiltered,
unqualified marketing leads. In order for this to happen, marketing needs to create a lead list of better
qualified, high-potential opportunities that sales can close quickly and easily.
Sales Lead Management: Five Silver Bullets for Revenue Growth (registration
required)
As organizations continue to shift their focuses from cost-containment to revenue growth, many are employing
focused sales lead management activities that help capture and increase market share.
Qualified Leads, Appointment Setting and Granfalloons (registration
required)
When organizations examine the process they use to obtain qualified leads, most learn that they expend a great
deal of activity—time, money and resources—but generally fail to achieve hoped-for return. Learn more about the value
of qualified leads, and how you can use them to achieve results.
How Relational Segmentation Techniques Help Achieve Higher Sales at Lower Cost (registration
required)
Sophisticated relational segmentation techniques balance the principle of statistics with realities of today’s
marketing budgets, and can predict the likely success of B2B marketing programs, helping eliminate wasted dollars, time
and resources.