Category Archives: Uncategorized

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 [...]

Also posted in SMB, lead generation, lists, messaging, trigger marketing | Tagged , , | 6 Comments

Having a blast with B2B email?

By Robert Lesser | Published June 24, 2009

When you think email, do you think email blasts? You know – a humongous email broadcast – the digital equivalent of a large mail drop. Otherwise known as Batch & Blast email, B2B marketers have viewed this type of email as best for retention marketing, rather than acquiring customers. In the early days of email [...]

Also posted in email, lead management, marketing automation, sales enablement | Tagged , , , | 3 Comments

Network Solutions levers Sales 2.0 for a 360 degree customer view

By Robert Lesser | Published May 19, 2009

Travis Fore is in a unique position to profit from Sales 2.0. As SVP of Sales, Service and Product Delivery, Travis is responsible for the breadth of customer experience at Network Solutions. I spoke with Travis prior to his appearance on a panel discussing ‘Sales Lead Management 2.0′ at the Sales 2.0 Conference in Boston. [...]

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