Tag Archives: prospecting

Increase Sales Productivity: Article

Increase Sales Productivity

Looking to increase sales productivity this year? According to a CSO Insights Sales Compensation and Performance Management study, only 54.6 percent of sales professionals produce enough revenue to meet quota. That is shocking news. I’m sure your company doesn’t have that problem, but other readers may. They need to increase sales productivity. One key area […]

We are the ROI of marketing automation

Move over Big Data. Marketing automation is the new buzzword with marketers. “Marketing Automation: Best Practices for the Management of B2B Digital Marketing Campaigns” confirms the obvious when it discloses that 46% of all B2B marketers have already adopted marketing automation solutions in some form or another, and another 20% are actively evaluating marketing automation […]

Marketers Look at Teleprospecting to Nurture Leads

Marketers who engage in prospecting, nurturing and conversion should take another look at teleprospecting. Optimizing one’s use of time is a priority for today’s marketers who are hard pressed to deliver results. One of the biggest time drainers is engaging with tons of generated leads. While the need to engage and nurture with leads to […]

Apply Lead Scoring to Increase Marketing ROI

Marketers are hard pressed as ever in today’s competitive business environment to increase their returns on investment (ROI) for every marketing dollar spent. Increasing the quality of the leads is one way to ensure a high conversion rate for the leads generated, increasing the efficiency of the marketing efforts and the ROI. Lead scoring allows […]

Lead Quality Matters More Than Lead Quantity

An evolved marketplace presents a challenging environment for marketers. An increase in competitive pressures corresponds with an increasing number of bad sales leads. Bad sales leads are the direct result of the sourced leads not being a fit for the organizations, or having expectations different from what the organization can deliver. The responsibility is on […]