The SLMA - Managing leads to maximize sales
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SLMA Management Association
The Marketing-Lead –Generation-Wizard is responsible for creating ample demand for the company so that its sales channel will build its sales pipeline and attain sales forecast.
Using Touch Point Effectiveness Analysis to Improve the Customer Experience
James W. Obermayer
Business rules are in every organization. In sales and marketing there are rules for order entry, sales quotas, and booking and shipping orders. But there are seldom, if any, rules about how the extremely important corporate asset called sales inquiries should be made.
By Aaron Mandelbaum
All too often sales reps are delegated the responsibility of doing their own prospecting. This daunting task can reduce productivity and create an immeasurable, negative, trickle down effect.
By Aaron Mandlebaum
Quite often when lead generation appears to be the identified source problem, the root cause is actually the generation of demand. Understanding how you are generating demand, and at what rate the inquiries that your demand generation activity is converting, is essential.