Author Archives: Robert Lesser
Sales on the Outbound
This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. In my first post, I described five buyer types that are best reached through outbound sales and marketing. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a [...]
Posted in inbound marketing, inside sales, sales
Tagged lead generation, marketing, outbound marketing, sales
4 Comments
Don’t Let Inside Sales Break the Law
Are you aware that your inside sales team could be wiretapping? A few weeks ago, my firm was invited by a large California-based tech organization to respond to a telesales RFP. Given the terms & conditions that were included, the client’s legal counsel was involved in the creation of the RFP. Yet, this organization requested [...]
Posted in inside sales, telesales
Tagged inside sales, lead generation, outbound marketing, telesales
2 Comments
An Identity Crisis for the Sales Lead
Do you find it startling that many sales and marketing teams still cannot agree on the definition of a sales lead? The irony of course, is that the deliverable for sales is crystal clear – the sale. The contract is signed and the PO received. The heavy lifting from sales is finished and that of [...]
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