April 2008

Inside Sales: Rethinking In-house Teleprospecting

Teleprospecting to fairly high level enterprise B2B targets is best outsourced to a professional firm that understands the process. If your inside sales team is focused on this kind of activity, it may be time to rethink the strategy.

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Posted by by Brian Berlin on 2008-04-21 05:44   0 comments

Wreck at the Intersection of Sales and Marketing

There's a wreck, right at the intersection where marketing becomes sales. Lead handoff is still surpisingly out of synch with sales prospecting.

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Posted by by Brian Berlin on 2008-04-11 05:39   0 comments

Netapp Playing Games

BTS Group AB of Sweden "uses tailor-made simulation models to support company managers in implementing change and improving profitability". That's marketing speak for "we create situational games managers can play."

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Posted by by Brian Berlin on 2008-04-03 05:35   0 comments

CRM Only as Good as the Data

Inaccuracies in CRM data lead to unsupported decisions, which can impact sales effectiveness.

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Posted by by Brian Berlin on 2008-04-02 05:33   0 comments