You have a company which matches your criteria as a perfect prospect. You have your pitch ready, plenty of good collateral and now all you need is to find perhaps one key decision maker and 2-3 influencers t...
Every book on business and best practices emphasize why you should buy only as much as you need and when you need it. Overstocking anything in large quantities much before y...
When it comes to sales, marketing and looking through good CRM data there is a quick acid test that I use. If you can look at a record and it helps you completely visualize the company/custo...
Having worked with companies in the telecommunications and messaging technology space we've also understood the importance of being able to build very focused role based lists of telecom decision makers with...
It's great to see a SEM campaign that you have recently invested in generating a few hundred or so inbound leads. Just how much of those are really qualified to go into your lead nurturing process or how man...
Eran Livneh of MarketCapture.com did a post on "The killer demo: why demos are killing your sales" which has some good takes on how even great demos can sometimes kill your sales chances if a few fundamental...
I was going through an interesting post by Chris Golec of Demandbase titled "The 5 Key Elements of Microtargeting" and it's a great read since the practice of microtargeting campaigns to get better results is g...
If you are a Salesforce.com user and have an active account with a good amount of data being updated regularly within the CRM, then you would also have noticed the need t...
Migration from one CRM system to another or even switching from managing customer data in spreadsheets to Salesforce.com or some other CRM can be tedious. Once you have your new CRM configured and ready to u...
Here is the report on the conversion of qualified web leads to opportunities generated between Saturday and Sunday with an estimated closing time of between 2 and 3 weeks. Here is another report of total lea...
Coming across an interesting read on how many startups end up hiring highly experienced salespersons and executives from Fortune500 companies only to realize it doesn't always work out in every case. It got ...
The last 3-4 years have seen a lot of buzz around marketing automation tools and software as CRM technology also advance. Products such as ...
