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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Jul 31

5 Reasons why Inbound and Outbound Lead Generation are Perfect Together.

Posted by Isaac

Inbound marketing is the new kid in town. Outbound marketing is as old as cold calling itself. Think “Danielson” and Mr. Miyagi. Can the two get it together and defeat Cobra Kai? As exciting as the ROI can be on a good inbound campaign, it doesn’t work in every situation. On the other…

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