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Lead Generation

Sales and Marketing Integration = Agreement

Mike Bosworth recently had an “a-ha” moment when discussing the subject of integrating sales and tactical marketing (tactical marketing: creating demand for today’s products and services TODAY.) Virtually every customer Mike has had over the years seems to struggle with getting these two silos to sing from the same hymnal. ...

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How can an imperfect sales leader be your best asset?

Sales success in any organization depends on finding the “imperfect leader” who displays the attributes necessary to sustain winning sales performance over the long term. Imperfect, because they DON’T have balanced skills and competencies; they don’t possess a complete arsenal of leadership qualities. Rather they possess the critical few strengths ...

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The Keen Difference of Account Based Revenue Strategy

What is an account-based revenue strategy? Companies go to market different ways. For companies engaging in enterprise sales–big deals–they’ve had to reinvent themselves to get past the huge wall that buyers have put up. Account-based marketing has been around for some time, but as sales consultant and author of The ...

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Actionable Account Profiles

In selling, we bundle our accounts into categories – vertical, geographic, by size and other logical groupings. We do this, of course, to be more efficient in winning business. And it makes sense as descriptive information about accounts is always helpful. But what do these groupings tell you about the ...

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Ian Mills Shares the Salesperson Secret Code

Join host John Golden as he interviews veteran sales consultant and author of The Salesperson’s Secret Code Ian Mills. Ian shares his considerable experiential insight into the mindset of a successful salesperson–what causes high performers to be high performers? Pipeliner CRM empowers sales management to pinpoint reasons for sales success. ...

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Social Networks Are Not Designed To Build Relationships

Because, if they wanted you to build relationships, social networks would encourage you to only connect to the right people, facilitate relationship building, and they would make you work to do both. Personalized invitations to connect would be a requirement rather than an option that is not even always available. ...

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You Have a Target Account List, Now What?

To be clear, your target account list is: Your highest potential target accounts Your ‘Big opportunities or big hits’ list Your elephant or whale list We call these TOP Line Account™ opportunities. (TOP Line Accounts are defined as your biggest and best opportunities and are generally worth at least 5x ...

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