Author Archives: Robert Lesser
The Sales Lead & the Language Police
At its simplest level, language allows one person to understand another in the course of basic communication. On a broader scale, language defines who we are, what groups we belong to and our culture. In Quebec, almost 50 years ago, the Office québécois de la langue française (OQLF - Quebec Board of the French Language) was [...]
Posted in lead generation, lead management, outbound marketing, sales and marketing alignment
Tagged sales and marketing alignment, sales leads
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The Risky Business of Exclusive Reselling
Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Rob Brewster, SVP Business Development at Eloqua explained in a blog post that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Steve Woods, CTO of Eloqua, in an online discussion noted [...]
Posted in channel, cloud computing, marketing automation
Tagged channel, channel sales, direct sales, Eloqua, Market2Lead, Marketo, Oracle, reseller exclusivity, Steve Woods, The Pedowitz Group, VAR
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The Moment of Truth for Sales
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. [...]
Posted in B2B marketing, buyer behavior, inside sales, lead generation, Sales 2.0, SiriusDecisions, telesales
Tagged B2B marketing, field sales, Forrester, hybrid sales, IDC, inside sales, McKinsey, SaaS, sales, sales conversation
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