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With the influx of social media tools – Google+ being the latest, greater online marketing demands and a changing B2B buying process lead management has become difficult and complex. Without a lead management framework, companies are like a ship without a sail – going nowhere. Lead generation services have sprung up to try to mitigate […]
We recently provided consulting to a small business who struggles getting opportunities into their sales pipeline. Our consultation was focused around assessing lead generation techniques. For the purpose of confidentiality, we’ll keep the company name anonymous. We removed personal references to our suggestions and left in general suggestions broadly applicable and advantageous to many businesses. […]
Sales pipeline, sales cycle, pipeline and revenue cycle are just a few terms thrown around in sales and marketing organizations across the globe to define the life cycle of a sale. There’s no single name for opportunities moving from initial contact to customer. In fact, the health care industry adds to the confusion by defining […]
Time consuming, process oriented, overwhelming…these are just a few ways of describing the task of business to business lead generation. Sales people are under more pressure than ever and always facing the “what can you do for me now” message from management. Inside and outside sales people have little time for sales prospecting and nurturing; […]
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