Follow Up

Sales Lead Management: Are You a Victim of Failure to Follow-Up?

I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up (FTFU).  You spend a lot of time and money to generate inquiries and then see the effort wasted. Not only is this bad sales and marketing […]

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How to Become a B2B Lead Generation Master

Want to Achieve Your Revenue Goals? Learn These 7 Things Most B2B companies are successful only to the degree they are able to generate qualified sales leads. So why is lead generation such a mysterious subject to so many?  Considering the stakes, it behooves you to take lead generation seriously and become a master.  At […]

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In B2B, It’s All About the Marketing Offer

Assuming that you have a quality product or service, with a compelling value proposition, aimed at the right target audience, the marketing offer will be a key difference in your success (or lack thereof). So what do I mean by offer? In simple terms, a marketing offer is what you propose to give to the […]

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Sales Lead Generation – by Christopher Ryan

I talk to a lot of B2B marketers, CEOs and business owners and get to hear about the difficulties they are experiencing in sales lead generation and management. These companies have a crying need to get sales leads in large quantities to feed their hungry sales forces. While every situation is unique, there are four problems that we see repeatedly: 

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