Lead Generation Specialist

Posted by Chris Tratar on Jul 15, 2014 9:30:00 AM

Tags: Marketing & Sales Alignment, Sales Process

1 Comment

5 Keys to Becoming a Sales First Company

By Chris Tratar, vice president of product marketing, SAVO

I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the..

Lead Generation Specialist

Posted by Brad Childress on May 6, 2014 8:30:00 AM

Tags: Sales Process, B2B Sales

1 Comment

CRM: 20 Years Later—Still Hated

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). CRM may..

Lead Generation Specialist

Posted by Mike Kamo on Apr 10, 2014 7:26:00 AM

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

0 Comments

Sales Suffer When You Pick Bad Times to Contact Prospects

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If..

Lead Generation Specialist

Posted by Dan McDade on Apr 7, 2014 8:46:00 AM

Tags: Sales Process, Lead Nurturing, Increase Sales, Sales Leads, PowerViews

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PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of a California-based sales and marketing consulting firm Sales..

Lead Generation Specialist
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PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified..

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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..