Tag Archives: lead generation

Don’t Let Inside Sales Break the Law

By Robert Lesser | Published October 22, 2009

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 | Also tagged , , 2 Comments

An Identity Crisis for the Sales Lead

By Robert Lesser | Published September 24, 2009

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 [...]

Posted in CRM, database marketing, lead generation, marketing automation, sales and marketing alignment, sales leads | Also tagged , , 12 Comments

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 | Also tagged , 1 Comment