Revenue Performance Management and Understanding Buyers

By |2017-11-02T13:31:45-05:00October 14th, 2012|General Insights, management, Marketing, Sales|

Revenue Performance Management is rooted first and foremost in clearly understanding buyers' interests, motivations and goals from the earliest stages of awareness through to purchase, account growth, and advocacy of our solutions. Buyers are motivated, or triggered by internal events at their company, guided by conversations with their peers and influenced by chance discovery of [...]

Content Delivery and Engaging the Changed Buyer

By |2016-12-08T15:23:10-06:00October 12th, 2012|Marketing, Sales|

Marketers can no longer sit back and "buy attention" through mass media and then rely on professional salespeople to step in to guide buyers from discovery call through close. Engaging the changed buyer requires new insight. Search is the new sales person. "The buyer searching for information must be educated. Perceptions must change. Objections must [...]

Database Lead Generation Overview

By |2016-12-08T15:23:10-06:00October 10th, 2012|Marketing|

In bringing together the leading data providers you can create a great business development platform centered around database lead generation, which can comprehensively cover B2B markets. My team and I use our experience along with our proprietary lead platform to effectively identify, qualify and deliver information to our target market, you can to. Steps: Campaign [...]

Online Body Language – Increase Revenue and Shorten Sales Cycles

By |2016-12-08T15:23:10-06:00October 8th, 2012|General Insights, Marketing, Sales|

Many early-stage sales engagements happen almost exclusively online today sales and marketing executives who understand and plan for this will increase revenue. Buyers do not need a sales rep until they are further along in the discovery phase. These buyers are researching online, receiving and forwarding emails. These online behaviors can give us important clues [...]

Improve Lead Generation 10 Questions to Ask and 10 Actions to Take

By |2016-12-08T15:23:10-06:00October 5th, 2012|management, Marketing, Sales|

Basic questions to ask about your marketing spend regarding how to improve lead generation: How much will it really cost? Is the objective clear: Are we looking to gain awareness, interest, or response? What are the expected results? On what basis are those results expected? Best and worst cases. Would you approve the campaign if [...]

Measuring Marketing Success Based on Cost Per Lead Kills Companies

By |2016-12-08T15:23:11-06:00October 3rd, 2012|Marketing, Sales|

Cost per lead kills companies because there is a very basic conflict of interest: One department sets quantity standards, while another department sets the budget and another group is responsible for implementing the budget and driving potential prospects in the door. This lead generation group has the responsibility to meet the quota set for quantity [...]

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