“Look, we just want leads.” A quick-n-dirty resource guide to outsourced demand generation.

7 gains to expect by improving inbound sales

b2b marketing, b2b sales, budgeting, collaboration, culture change, forecasting, inside sales, lead conversion, lead generation, lead rot, lead scoring, marketing automation, marketing to sales handoff, rotting leads, sales effectiveness, sales lead management, sales process, web marketing

Dec 042010

7 gains to expect by improving inbound sales

As I wrote in a previous post, not every company is ready or willing to do the heavy lifting that may be required to sustainably improve their inbound sales process. For some companies, it’s genuinely a case of “not ready.” For others, it’s really a case of “not willing” masquerading as “not ready.” I completely understand “not ready.” As [Read more...]

“Look, we just want leads.” A quick-n-dirty resource guide to outsourced demand generation.

b2b sales, lead generation, lead nurturing, lead scoring, marketing automation, marketing to sales handoff, sales effectiveness, sales lead management, Uncategorized

Jul 152010

Regular readers of this blog, and people who have worked with me, know that I’m a proponent of a process-oriented, metrics-based, and technology-enabled approach to demand generation. And I typically encourage B2B vendors to take the long view in developing their demand generation funnel, treating it like a high-value business operating inside their business. I [Read more...]