Sunday, September 30, 2012

Who is Responsible for "Challenger" Lead Generation?

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The principles described in The Challenger Sale continue to provoke a great deal of discussion among B2B marketing and sales professionals....
4 comments:
Sunday, September 23, 2012

Three Things To Do Before Hiring More Sales Reps

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When B2B companies need to increase sales, managers will usually consider hiring more sales reps. This thinking is understandable because ma...
3 comments:
Sunday, September 16, 2012

Why Marketing Myopia Is Still A Problem

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In 1960, Theodore Levitt wrote a landmark article for the Harvard Business Review titled “Marketing Myopia.” When it was republished in 200...
Sunday, September 9, 2012

Closing the Credibility Gap in B2B Marketing

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The dictionary definition of credibility is the quality or power of inspiring belief . Credibility with prospects and customers is critical ...
2 comments:
Sunday, September 2, 2012

Why Your Sales Reps Need Tablet-Ready Marketing Content

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Unless you've been stranded on another planet for the past couple of years, you're already aware of the popularity of tablet compute...
2 comments:
Sunday, August 26, 2012

Why You Shouldn't Rely on Cost-Per-Lead

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About once a month, I'm publishing a post that shares insights I've discovered at another blog. This month, the insight comes from V...
Sunday, August 19, 2012

How Much are Your Sales Leads Worth? - Part 2

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In my last post , I discussed why B2B marketing and sales professionals need to have a clear and accurate understanding of lead value. I als...
1 comment: