PowerViews with Brian Carroll: The State of B2B Lead Gen & 2012 Recommendations

My guest today is Brian Carroll. Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group,..

PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right

Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog. Her focus is on the conceptualization, development, and..

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology..

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

My PowerViews guest today is James Obermayer. Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most..

PowerViews with Ginger Conlon: Trustability & Your Customer's Voice

Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal,..

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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Jim Obermayer is the founder of the Sales Lead Management Association, and host of the Funnel Radio Channel. Jim recently..

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..

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..