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Lead Generation

5 Essential Sales & Marketing KPIs and Dashboards
“ If you can't measure it, you can't improve it.” — Peter Drucker. Thanks to online marketing and technology, we have more data than ever to use in measuring and managing marketing campaigns. There are so many potential reports and dashboards that it’s easy to be overwhelmed. So in this article, I will boil down an ocean of possible marketing data into the essential drops of wisdom. These are the key performance indicators (KPIs) that will give you the big picture. Plus, they allow you to drill deeper as necessary to manage your pipeline, refine your campaigns and maximize return on investment (ROI).

A Guide to the B2B Inside Sales Process

Written by Wednesday, 06 June 2018 00:00
A Guide to the B2B Inside Sales Process
Are you looking for a cookie-cutter inside sales process you can implement in your company without changes? If so, you’ll be disappointed. No such thing exists. That’s because you need to tailor your process to your market, target audience and product or solution. Most importantly, how you approach the sale has to be in sync with your buyer’s journey. How do they make the buying decision? What questions do they ask along the way? How can you help them choose the right product or solution? To illustrate an inside sales process, let’s take a fictitious example — a company, Zippy, Inc., which offers a marketing automation solution.
You purchased a list, and John Smith is now in your database. He has not, however, expressed to your company any interest in your products or services. As such, he falls into the category of “suspect.” A call to John is cold. And, understandably, whether they are the initiator or recipient of such a call, most people prefer not to engage in this activity. Luckily, today you can use LinkedIn to warm up the call and make the experience more pleasant and fruitful to both parties. Here are some tips to get started.

Is B2B Telemarketing Effective

Written by Wednesday, 19 October 2016 00:00
Is B2B Telemarketing Effective
What are the most effective B2B lead generation tactics? How about social media, content marketing and search engine optimization? Nope. These shiny new tactics have their place, but according to research depicted in the chart, they pale in comparison to some good old-fashioned tactics. Ranking in the first, second and third spots for B2B lead generation are inside sales, executive events and telemarketing.
B2B Lead Generation: Help Your Prospects Climb the Sales and Marketing Pyramid
We all love the sales funnel…at least in concept. Visually, it’s the perfect model: Our leads pour into the top of the funnel. As they move through the middle of the funnel, marketing and sales both qualify the leads. And buyers flow out the bottom. Or do they? With the increasing complexity of B2B purchases, sales cycles are becoming longer, and more decision makers and influencers are involved in the buying decision. It’s time to stop playing a numbers game and just pouring leads into your sales funnel. Now’s the time to flip the traditional sales funnel on its head and create a new model. The image of a sales and marketing pyramid helps you understand that you need to be more responsive to buyers’ needs throughout the sales process. You must assist them as they climb the pyramid and reach the pinnacle—a decision to buy from you. The Changing…
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