If you find B2B lead generation challenging, you are not alone. Marketing Sherpa’s 2012 B2B Marketing Benchmark Report stated that 74 percent of customer relationship managers believed lead generation was the most challenging aspect of sales. Being a salesperson...
Regardless of what you sell, the quality of the information you know about your prospects affects how effectively you close them. A defined sales strategy and a solid pre-call research process will make the difference being winning and losing a sale. According to...
In today’s post, we’d like to pay homage to a number of outbound prospecting techniques that we’ve lost in recent years. The sales industry has gone through a tough time in the wake of uncontrollable Internet growth and customer expropriation of the buying process. As...
Do you always know who’s on the other end of a sales call? If we sell to businesspeople, we expect to communicate with businesspeople. But what if the lead we end up trying to reach is far from professional and employable? Imagine spending your day calling and...
Just when sales professionals need it most….Sales Intelligence rises. Who is the real Batman? According to DC Comics, Batman is the masked disguise of Bruce Wayne, billionaire playboy of Wayne Enterprises. The real question is what makes Batman a superhero?...
Next week starts a fun fueled week at Microsofts Digital World Partner Conference. There is a large focus this year on the social business and how CRM can leverage social intelligence. This year at WPC, InsideView will be showing how Microsoft Dynamics customers can...