We have several clients in the process of abandoning their outdated inside “bang the phones” cold calling lead generation teams in favor of new, best-practices-based lead management models. They realize that they must change their lead creation process to have …
It’s Time to Evolve Your Inside Sales Team
Posted May 17th by Dan Hudson
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Sales and Marketing Alignment, All Talk and No Action
Posted May 15th by Dan HudsonIn the last two years I have read over 200 articles / blog posts on the criticality of sales and marketing alignment. Yes, there is a lot of talk about aligning sales and marketing but according to Marketing Sherpa’s 2012 …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Improving B2B Sales Close Rates Is All About Timing
Posted May 11th by Dan HudsonHow many sales cold calls have you made this week, ten, twenty, more? How many qualified prospects have you discovered during your prospecting activities? If you are like most sales reps the answer is probably very few! Selling – just …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Should B2B Companies Blog? YES They Should!
Posted May 4th by Dan HudsonIt’s hard to believe that this year marks the 15th anniversary of web logs or blogs as we refer to them today. What started as a personal publication platform has exploded into it’s own market and has created a huge …
Posted in Sales 2.0, Sales Leaders Blog
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What Is Wrong With Most Outsourcing Company Websites
Posted May 3rd by Matt Smith“I’m dreaming of a great provider website” That’s the intro to a must-read blog post from Horses for Sources outsourcing analyst Deb Kops. “Why are outsourcing providers’ websites such an abysmal lot when, for many, they are buyers’ first introduction …
Posted in Brand & Image Building, Sales Leaders Blog
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Facebook Marketing – A Case Study
Posted May 2nd by Matt SmithThe Gents Place Puts A Modern Twist On Barbering This article appears under the title “Hair Extensions” in the May 7, 2012 edition of Forbes. Full Article on Forbes by Alex Knapp, you can follow him at: @TheAlexKnapp Since opening …
Posted in Technology For Sales & Marketing
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What the NFL Draft and Sales Team Recruiting Have In Common
Posted May 1st by Dan HudsonThe NFL Draft happened last week and as expected two quarterbacks went as the number one and two pick in round one. The draft began in 1936 and the original rationale in creating the draft was to increase the competitive …
Posted in Managing Sales Teams, Sales Leaders Blog
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Confrontation is Critical For Sales Success
Posted April 26th by Dan HudsonConfrontation is defined as a discord or a clash of opinions and ideas, and it’s not surprising that most people avoid confrontations at all costs. But when it comes to making decisions about conflicted business and sales processes confrontation is …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Shared (Sales) Responsibility is No Responsibility!
Posted April 24th by Dan HudsonIt’s that time of year again! No, I am not talking about the opening of the Major League Baseball season, I am talking about your first board meeting of 2012. If you made your Q1 revenue plan and if the …
Posted in Sales Leaders Blog, Sales Strategy
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Sales Pipelines – Win, Lose or No Decisions
Posted April 20th by Dan HudsonAfter analyzing numerous sales pipelines for clients so far in 2012 we are seeing a trend has continued to gain strength over the last 8 quarters, and that trend is that the competition is stronger than ever! What a surprise …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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