Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg,..
Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg,..
Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their..
There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series, we discussed pipeline dispositions*—prospects that are just..
In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact...
Posted by Dan McDade on Mar 17, 2015 11:21:00 AM
Tags: Sales Process, B2B Sales