PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com. Bob has three decades of experience in sales, technical support, consulting, research, and online community development...

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

My guest today is Jill Konrath. Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is author of SNAP Selling and Selling to Big Companies. Jill's..

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic, where he shares B2B content with an edge. Craig..

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PowerViews with Tim Riesterer: Targeting Prospects via Status Quo Clusters

Today's guest is Tim Riesterer of Corporate Visions. Tim is responsible for strategic direction at Corporate Visions including thought leadership, positioning, and product development.

Tim has more than 20 years..

PowerViews with David Brock: Thoughtfulness, Sharp Focus & Sharp Execution

Joining me today is Dave Brock of Partners in Excellence. Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products,..

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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..