Lead Generation Specialist

Posted by Jonathon Farrington on Oct 23, 2012 7:03:00 AM

Tags: Inside Sales, Sales Process, B2B Sales, Guest Blogs

2 Comments

The Rush to Get Inside

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales..

Lead Generation Specialist

Posted by James Obermayer on Oct 16, 2012 8:12:00 AM

Tags: B2B Marketing, Marketing & Sales Alignment, B2B Sales, Guest Blogs

4 Comments

Marketing’s Wish List to the Sales Department

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.

"So what do you want from your salespeople?” I..

Lead Generation Specialist

Posted by James Obermayer on Sep 25, 2012 7:29:00 AM

Tags: Lead Generation, B2B Marketing, B2B Sales, Guest Blogs

3 Comments

Are You Planning for Lead Generation for 2013?

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.

“Of course,” you say. “We create a marketing..

Lead Generation Specialist

Posted by James Obermayer on Aug 21, 2012 7:33:00 AM

Tags: Sales Process, Marketing Strategy, Lead Management, Guest Blogs

4 Comments

Avoiding Cascading Zipper Failures between Marketing and Sales

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.

A cascading failure is a failure in a system of..

Lead Generation Specialist

Posted by Ginger Conlon on Aug 2, 2012 7:33:00 AM

Tags: Marketing & Sales Alignment, Guest Blogs

5 Comments

The Compensation Conundrum

We're pleased to have Ginger Conlon join us as a guest blogger today. Ginger is editor-in-chief of Direct Marketing News. Contact her at ginger.conlon@dmnews.com or @customeralchemy.

Tales of the disconnect between..

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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..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..