Lead Generation Specialist
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Best of PowerViews: Are You Tenacious About Sales Follow Up?

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot..

Lead Generation Specialist
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'Gold Calling' Is Alive and Well

More musings on the premature death knell for outbound sales

S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

One article..

Lead Generation Specialist
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All Real Salespeople Love Sales Leads (but there is a tiny caveat)

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

All real salespeople love sales leads and don’t..

Lead Generation Specialist

Posted by Carrie Surprenant on May 16, 2013 9:15:00 AM

Tags: Sales Process, B2B Sales, Demand Generation, Sales Sphere

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Good Reads for B2B Sales - Sales Intelligence with Google

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear's online B2B sales circles.

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople..

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How Much Leads Cost

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:

Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..