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..
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 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..
Posted by Mike Kamo on Apr 10, 2014 7:26:00 AM
Tags: Sales Process, B2B Sales, Increase Sales, Guest Blogs
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..
Posted by Dan McDade on Apr 7, 2014 8:46:00 AM
Tags: Sales Process, Lead Nurturing, Increase Sales, Sales Leads, PowerViews
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..
Posted by Dan McDade on Mar 18, 2014 11:52:00 AM
Tags: Marketing & Sales Alignment, Sales Process, B2B Sales, Increase Sales, Sales Leads, PowerViews
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..
I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:
To make your forecast for the new year, look at sales for the coming year in terms of units.
The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads..
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..
Learn what it takes to effectively generate leads in this complex environment. Healthcare solution providers that recognize what's required for lead generation success get better market coverage, improved industry intelligence and more sales opportunities.
Posted by Chris Tratar on Jul 15, 2014 9:30:00 AM
Tags: Marketing & Sales Alignment, Sales Process