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Prospecting & Qualifying


2009 Lead Generation Report – by The Bridge Group

Posted August 26th by admin

Successful Selling in Turbulent Times In Q4 of 2008, The Bridge Group surveyed over 125 North American Technology Companies on Inside Sales Implementations.  This report delivers the results as they relate to Lead Generation Initiatives.  It addresses: Pipeline Generation Appointment Setting Lead Qualification Lead Nurturing Download the full report here: 2009 Lead Generation Report –… Continue reading

Sales Management 2.0 – by CSO Insights

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Successful Selling in Turbulent Times One of the great personal benefits of the benchmarking work we do here at CSO Insights is that we get to tap into the wealth of experiences and wisdom of numerous sales and marketing thought leaders.  In light of the significant challenges which surfaced from surveying over 1,800 companies worldwide… Continue reading

Can I Peek At Your Rolodex?

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It's remarkably sad that with all the new tools and technology available today, so many sales professionals still rely on this 51 year old device for an introduction to a prospect we want to meet.   What's our hope when we ask this question?  Someone in the room says, "Sure, I know Bob at Widget Co.,… Continue reading

3forward named Trusted Advisor Partner by InsideView

Posted August 25th by admin

InsideView, a leader in Sales 2.0 solutions, has named 3forward into their Trusted Advisor Partner program.  InsideView brings intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity.  InsideView partners include many of the industry leaders in business information services, sales methodology and strategy, marketing automation, and… Continue reading

Leveraging Social Media to Increase Web Site Traffic – by Deepak Dutta

Posted August 18th by admin

Seven guidelines to increase traffic to your site using social media sites and platforms.

Why On-Line Communities Fail, and How Many Succeed – by emergence marketing

Posted August 17th by admin

The 2008 Tribalization of Business Study that was released last week led a lot of people to conclude that online communities do not work and that companies are spending too much money on making them happen. Well – there is some of that and then there is a whole other side to the story that… Continue reading

“Establish a Recruiting Program to Bring on Top Sales Talent,” – by Paul McCord

Posted August 5th by admin

You don’t need a recruiter, you need a recruiting program Recruiting top talent doesn’t happen overnight and doesn’t come easily–even for the top companies.  Unless you are willing to offer a phenomenal package, recruiting the top sales talent requires building relationships that lead to bringing the individual into your company.  Sometimes, when the employment gods… Continue reading

Social Media Planning for Business, Brand and Clients – by Channel V Media

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Extensive overview and recommendations for incorporating social media across sales messages, brands and the other elements of the marketing mix.  12 Steps to Social Media Success For Business (pdf)

Insiders Guide to Viral Marketing – by Facebook

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Facebook Insiders Guide to Viral Marketing (pdf).  How to Guide to integrating Facebook Pages and technology into a strategic marketing program.

5 Critical Steps To Build a Solid Pipeline – by Lead Architects

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In this webcast, you will learn how to increase the chances your messaging will break through the clutter. This webinar also discusses techniques for differentiating your brand while building a pipeline of leads. Finally, you will learn ways to optimize the use of technology to reduce your overhead and increase your business opportunities.

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