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Revenue Strategies

B2B marketers need to make measurable and repeatable contributions to influence pipeline performance and help close business. This section highlights news, announcements and advancements in revenue performance management.

11 Steps to Successful Lead Nurturing

By Lisa Cramer, President and Co-Founder, LeadLife Solutions When building a successful nurturing program, it’s more than just sending a series of emails. Successful nurturing really accomplishes a number of things. It provides the ability to develop a relationship (albeit from a distance) between the prospect and your company. It…

A New Era of Sales: Benchmark Research

By Godard Abel, CEO and Co-Founder, BigMachines For those on the outside looking in, sales is a seemingly straightforward profession with one simple goal in mind: selling. While that premise certainly carries some degree of truth, the full reality is that the industry has become increasingly more complex and competitive.…

12 Creative Approaches To Lead Nurturing

By Cari Baldwin, Co-Founder & Partner, Bluebird Strategies A recent study estimates that more than 70% of leads generated by marketing are never followed up by sales.
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Sales Mobility: What Your Sales Reps And Customers Need

By Tim Handorf, VP of Product Management, BigMachines The sales industry is constantly on the go and let’s face it, selling is not a “some of the time” thing. It’s an “all the time” thing. Sales executives are expected to always be upselling existing customers and finding new customers. Selling…
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