by Michael Goldberg, Associate Director of Marketing, Datran Media | Oct 7, 2008 | Demanding Views
This is not an unfamiliar agenda for businesses that routinely network through phone calls, set-up meetings and attend trade shows. However, many businesses fail to recognize the same inherent opportunity in social networking sites like Facebook. If you’ve ever...
by Jay Bower, President of Crossbow Group | Sep 30, 2008 | Demanding Views
Acknowledge leads instantaneously and personally. In the age of the nanosecond and Instant Messaging, if you wait even days to follow up a lead, forget about it. Swiftness counts when you’re in a competitive situation. And make sure your “Thanks for your...
by Akin Arikan, Dir. of Marketing, Unica Corp. | Sep 23, 2008 | Demanding Views
For example, within two weeks of moving to California, my family and I made a plethora of purchases to make ourselves at home. Yet, in our case, the telemarketers that were haunting our new phone number as soon as it got connected missed out on the opportunity of...
by Dan McDade, President, Pointclear | Sep 16, 2008 | Demanding Views
You vaguely recall tossing the extra one provided by the manufacturer into an overflowing box of miscellaneous fasteners you keep in the basement. Unearthing it, you are faced with at least 158 shiny, seemingly identical bolts – but only one will work. It’s...
by Howard J. Sewell, President of Connect Direct | Sep 2, 2008 | Demanding Views
However, even the best technology on the planet can’t convert prospects to customers if the underlying lead nurturing strategy is suspect. Here are 7 tips for designing a lead nurturing strategy to maximize your conversion rate from a free trial program: 1. Know...
by Nigel Edelshain, CEO of Sales 2.0 | Aug 26, 2008 | Demanding Views
Like most sales teams we would have weekly sales meetings where the team and our sales manager met in a conference room and reviewed our sales pipeline and what needed to be done to move each opportunity forward. I did not like these meetings much at all because I...
by Andrew Gaffney | Aug 5, 2008 | Demanding Views
In addition to integrating with the company’s flagship webcasting solution, which will deliver more than 25,000 webcasts per year, ON24 plans to differentiate its virtual show through more robust reporting analytics and professional networking capabilities. Some...
by Andrew W. Sallay, Founder and CEO, GrowthInfusion | Aug 5, 2008 | Demanding Views
1. Maximize sales growth.. For inside sales to be effective, the telephone prospecting function must be run with the discipline of a military boot camp. Are your inside sales employees able to engage your prospects in 30 seconds or less? Do your telesales employees...
by Stephen D'Angelo, Co-Founder & CEO, Spring Lake Technologies | Jul 15, 2008 | Demanding Views
That is, a small group of the sales organization are “A” players, most are “B” players and a small percentage are “C” players. In spite of all the technology available to sales leaders, why do organizations look essentially the same and have the same mediocre results?...
by Jeff Kostermans, President, LeadGenesys | Jul 8, 2008 | Demanding Views
In helping this client prove the value to their sales team, we established the following 8 steps which are critical to building demand and buy-in for the processes necessary to make automated lead nurturing a success. As you will see, these steps go far beyond...
by John Gaffney, Executive Editor | Jun 24, 2008 | Demanding Views
Back then it was controversial, because Charles E. Wilson was an Eisenhower crony, and after all the former head of a major corporation that would stand to gain from the appointment. Now that appointment wouldn’t be controversial–It would be fodder for Jon...
by Michael Goldberg, Dir. of Marketing, Datran Media | Jun 17, 2008 | Demanding Views
Online marketing platforms are a valuable and substantial element of the marketing mix for business-to-business (BtoB) marketers. Online media channels allow marketers to introduce their products and services to the most relevant audience and quickly follow up on hot...
