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Sales Alignment: Put Theory Into Practice


“Sales alignment” began as an interesting concept. For its critics, that’s all it remains. Skeptics may say that a lot of the theory…
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Global Software Provider Mikogo Uses Marketing Automation to Drive Results


Rapid growth, lots of leads, and a busy sales team. Sounds great, doesn’t it? It is, but it can become a problem when…
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Got Marketing ROI?


If there’s friction between your marketing and sales teams, it might be due to the way each team is measured. Sales is numbers-driven;…
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6 Best Practices for a Lead Management Strategy


New customer acquisition is the lifeblood of many businesses, but it can be costly. One of marketing automation’s big wins is the ability…
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Unpack Your Sales Funnel


Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive  tactics. Especially in the last five…
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Successful SMB Habit #4: Nurture Your Leads Carefully, Until the Time is Right


It’s been said that timing is everything. Although that might not be entirely true, based on the findings from our recent study with…
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Lead Me On: 7 Factors For Higher-Quality Leads


The one thing all marketers have in common is the need for more leads. “Generating more high quality leads” is the top marketing…
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Four Steps for Starting the Lead Management Process


In a recent webinar titled “The Blueprint for Turning Prospects into Customers” Carlos Hidalgo, CEO of Annuitas Group and Craig Rosenberg, author of…
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Sales & Marketing Alignment: The Sales Perspective


DemandCon’s Boston conference opens today. One of DemandCon’s key findings is that it is “statistically clear that companies who aligned their sales and…
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Lead Management: The CliffsNotes for Success


In my years running marketing and client programs for a B2B media company, we worked with literally hundreds of companies on their lead…