Author Archives: Robert Lesser

I am the founder and President of Direct Impact Marketing, a provider of on-demand inside sales and direct marketing services. Prior to stepping out as an entrepreneur, I held a number of marketing positions at Dell, IBM, Reckitt Benckiser and Loblaw Companies. The views of Robert Lesser absolutely represent the perspective of his company Direct Impact Marketing!

The Moment of Truth for Sales

By Robert Lesser | Published September 2, 2010

The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. [...]

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Selling to the Digital B2B Buyer

By Robert Lesser | Published July 22, 2010

The digital world is bringing great change to how buyers wish to interact with B2B sales teams.

Today’s B2B buyer prefers online communication for a variety of reasons explained in this post.

Posted in Sales 2.0, buyer behavior, inside sales, outbound marketing, sales enablement, telesales | Tagged , , , , | 8 Comments

Savvy Buying of B2B Data

By Robert Lesser | Published June 17, 2010

There is a large shift in the way that B2B sales and marketing professionals buy data. This interview with two database marketing experts includes advice and resources for savvy purchasing of B2B data.

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