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Two of the biggest marketing challenges facing your B2B business right now are: B2B lead generation strategy Lead enhancement for the leads you generate. Not all leads are equal. Some will be mere inquiries that quickly peter out because they were just curious and had no real need for your products or services. Others will ...

Do you need to excel in sales pipeline management? Are you wondering how to build a sustainable sales pipeline? Today a sales pipeline management is essential to a smoothly functioning sales force. Considerable time and care should be taken in its creation, for it is as essential to your business as a business plan or product ...

It’s an age-old argument that still persists today: is sales an art or a science? The old timers will firmly argue the former, and the modern-day salesperson armed with the latest iPhone and steeped in technology will often argue the latter. It will be found that both are true for a sales force—but only in ...

Contact management software is critical to the operation of any sales organization. It is a new age of sales. The sales force are digging in and really find out about their prospects and their barriers, needs and wants. This approach also greatly affects contact management, and the choice of a usable contact management software. Being able to ...

A sales process (or sales pipeline) is the journey sales teams take prospects on to encourage them to become a customer. A typical sales pipeline has the following five b2b sales process stages: Prospecting stage: This stage uses lead generation strategies to find suitable prospects. Qualify: Once a lead has been found, it needs to ...

We already know that it’s vitally important for a company to have and use a sales process, and for each stage of that sales process to have accurate metrics. Those broad steps in themselves will take a company well beyond the traditional methods of the past in which the successful sales process was not well ...

Do you know how to measure your sales process? Are you wondering how the sales process measuring changed over the last decade? Having a reliable sales process is mandatory in today’s rapid-fire digital business climate. But simply having a sales process in itself isn’t enough: you need to be able to accurately measure progress through ...

Through cloud computing the physical office is being phased out, making way for a virtual environment in which we all work from our own locations. At first glance this might seem like a rather lonely existence: gone are the jokes we can throw across the cubicle wall, the ever-present chatter by the water cooler, and ...