By Terry Welty, CMO, International Decision Systems
More than seven years ago I published an article entitled “Five Essentials for Marketing in a Down Economy.” That was before the economy really tanked of course. Who knew.
Jenny Vance, President, LeadJen
Managers of lead generation teams usually chart their success by looking at traditional metrics, such as number of attempts, number of connects and time spent on the phone. If the metrics are favorable, they probably feel pretty good about the job their team is doing.
However, these traditional metrics, while important, only justify that work is being done. They don’t show if you’re working effectively.
By Josiane Feigon, Founder & CEO, Telesmart Communications
Watch out — the Sales Sniper Pilots have landed. Inside sales organizations continue to grow at least 30% faster than their field counterparts. It’s no longer about having the best Salesforce — In 2011, it’s the lead development pilots who are revving up the sales engine.
By Lisa Arthur, CMO, Aprimo
I’m not a fan of “all or nothing” declarations.
For years, BtoB marketers were told that successful marketing automation was simply a matter of lead generation. We heard that if we could just focus our attention on uncovering and scoring leads, then presto! Our problems would be solved. Now, the volume is amping up on a new cure-all: revenue. Simply turn the spotlight on revenue, and you’ll score big. It’s that simple — or, so they say.
