Posted on March 19, 2009 by Dave Stein
One of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.”
At ESR, we find ourselves using the word fairly often:
VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps depended on [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | Tagged: Brian Carroll, Chip Terry, Lead Generation, Measurement, nurturing, Sales 2.0, sales readiness, social media, ZoomInfo | 1 Comment »
Posted on January 21, 2009 by Dave Stein
Lead Gen is a big, big issue these days for many companies. Those companies that didn’t have an effective Lead Gen function coming into this economic crisis have a big challenge: investing the time and money now to get this done the right way. It’s like trying to change a tire on a racing car [...]
Filed under: Marketing, Measurement, Pipeline, Research, Technology, sales training | Tagged: Lead Generation, Marketing, nurture marketing, The Bridge Group, Trish Bertuzzi | 2 Comments »
Posted on December 18, 2008 by Dave Stein
One of ESR’s clients has been engaged with Brian Carroll’s InTouch, Inc. team for lead generation and nurturing. We sat in on a meeting with Brian’s team and the client the other day.
I asked Brian for permission to share with you the Lead Gen Portfolio graphic he uses with his clients. Take a good look [...]
Filed under: Marketing, Pipeline, Relationships | Tagged: Brian Carroll, InTouch, Lead Generation, lead nurturing | 2 Comments »
Posted on July 28, 2008 by Dave Stein
We’ve just published my interview with Brian Carroll for my sales thought-leader podcast series.
Wait! Brian Carroll is a sales thought-leader?
Absolutely.
All of us in sales face a significant and ongoing challenge. I’ve written about it again and again. It’s the lack of mutual understanding, alignment, and ability to effectively and jointly execute among many sales and [...]
Filed under: Marketing, Pipeline, Relationships, sales process | Tagged: Brian Carroll, Lead Generation, lead nurturing, podcast, sales and marketing alignment | Leave a Comment »
Posted on June 10, 2008 by Dave Stein
One of the interesting things I get to do as part of my job is to interview smart business people with new approaches to sales effectiveness. One such person is Mark Morris, founder and president of My-Pipeline, an out-sourced relationship development firm.
Mark owned, built, then sold a successful ad agency. In 2001 he started My-Pipeline.
Here [...]
Filed under: Marketing, Pipeline | Tagged: Lead Generation | 1 Comment »
