Mar 10

The cost of doing nothing

Posted by TRO

The cost of doing nothing is famous sales rhetoric. It’s also a real thing, although it seems to smack of Monday morning quarterback. The cost of doing nothing just ponders the idea of lost opportunities and revenue if new avenues are not pursued. Also, the things we’re doing now may have a crash…

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Mar 2

How to never have a bad week in prospecting

Posted by TRO

Here at TRO, we get leads every week for technology firms across North America. It’s a moving target and our clients want results every week. We do a lot of things here and have developed best practices to make sure that happens. To condense some of those ideas for the typical salesperson that…

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Sep 13

4 Ways Marketing Automation Drives Leads

Posted by TRO

According to marketers, the greatest benefit of using marketing automation is generating more leads. Simple enough, Challenges? Research from Venturebeat’s marketing automation study indicates that, aside from the differentiating the features of each platform, the biggest challenge of marketing automation for business is understanding how it fits into their organization. Perhaps that’s the issue… companies are trying…

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Sep 13

What is Marketing Automation and should I be paying attention?

Posted by TRO

Everyone is talking about it. Is this going to be mandatory soon, like having a website? We don’t have all the answers, but with a plethora of platforms (say 5x fast) you can pick the level of complexity and your price point. So lets start at what is it? Here’s a nice working…

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Sep 13

10 Ways to Manage Sales Leads

Posted by TRO

If you’re looking for ways to increase revenue–and what smart entrepreneur isn’t–one of the fundamental processes you need to review is your lead management program. Prospect leads can originate in a variety of ways, and there is often only a very loose structure in place to manage and react to those leads. Your…

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Sep 13

New Stat: Salespeople Only Spend 1/3 of Their Time Selling

Posted by TRO

You probably read the title of this post and thought, “that wasn’t the case for our salespeople,” but according to Docurated’s State of Sales Productivity 2015 study it probably was. Respondents claim that content search and utilization will help to improve sales productivity, but many companies aren’t focusing on improving this issue. The research by…

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Jun 23

Why do people care about lead nurturing?

Posted by Isaac

    Discussion and strategy around lead nurturing is on the rise and is becoming more and more relevant as we move into the buyer-empowerd purchase process. Below is a model outlining what lead nurturing does. Organizations care about this strategy because it plays to the new way people want to buy; the informed…

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