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Lead nurturing programs designed to convert trial users tend to focus, as they should, on the very front end of the trial period, when it’s critical to make sure the user is fully engaged with the product being tested. However, that doesn’t mean that your nurturing program should end just… Read More
With inbound marketing all the rage, where does that leave old-school lead generation techniques such as cold calling and appointment setting? In today’s digital era, when everything lead gen seems to revolve around simply being in the right place at the right time, can it also make sense to simply… Read More
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30… Read More
When I worked at Oracle in the late 80s (sigh), the company was one of the pioneers in the use of telesales for selling high-ticket software, on a large scale, over the telephone. Sally Duby was one of the key executives in that organization’s early success, and is now president… Read More