Author Archives: Robert Lesser

Sales 2.0 Chicago – What next?

By Robert Lesser | Published September 14, 2009

The Sales 2.0 Conference was held last week in Chicago (where I tweeted and published photos). The day long event featured provocative presentations and success stories on innovative approaches for sales to better meet the advanced needs of buyers and lower the cost of lead generation and selling. Geoffrey James, blogger of the Sales Machine, [...]

Posted in Sales 2.0, Sales 2.0 Conference, sales and marketing alignment, sales enablement | Tagged , , | 1 Comment

Buyer centricity on a shoestring lead generation budget

By Robert Lesser | Published August 31, 2009

If you are in telesales, how can you be both buyer-centric AND productive? For telesales groups that target the SMB segment (Small, Medium Business), the dynamics are very different than in pursuing large mid-market or enterprise accounts. In targeting the vast SMB market through lead generation, the challenge for telesales is to break into large [...]

Posted in lead generation, lists, messaging, SMB, trigger marketing, Uncategorized | Tagged , , | 6 Comments

Sales Leads vs. Appointments?

By Robert Lesser | Published August 18, 2009

Which to consider: lead generation or appointment setting? Answer: both. Both approaches are highly effective for building sales pipelines. Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. In other words, [...]

Posted in appointment setting, lead generation | Tagged , | 10 Comments