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White Papers
56 Ways to Turn Around Failing Sales
James Obermayer
Following are 56 reasons I have found why companies fail. Of course, there are hundreds of faults, but I have found these 56 to be the main causes of most failures. Some have immediate fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense. View the PDF here > Not Yet Gated
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How to Tell if Your Sales Pipeline is Failing You
Brutal truth. In this guide for CEO’s that are trying to understand the conflicting stories from their salespeople and the one document that indicates the health of their company, the author takes the reader on a journey of what is really happening when sales are dropping and the forecast from the pipeline appears unreliable.
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How Thought Leadership can be Shaped by Podcasting & Streaming Internet Radio
James Obermayer
Download PDF Here
If thought leadership is something you aspire to, consider hosting your own live-streaming internet radio program/podcast. You’ll find it is a fast track to thought leadership.
Many companies and leaders don’t know that they’re already considered thought leaders in their industry. It happens over time as they assert ideas and provide direction within an industry, while others timidly refrain. Those who lead create products that excel and become a visible part of a forward-thinking message. They write books, take a stand within the industry for issues and against problems, speak, and often unwittingly display their leadership.
6 Signs Your Inbound Lead Management Process is Broken
Gabe Buckmore
13 High-Tech CEOS Offer Their Predictions for 2017
Download Here
Interesting Prophecies
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An essential whitepaper from our sponsor, VanillaSoft - we had to share it with you.
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100 Sales and Marketing Stats that WiIl Blow Your Mind
Garrett Hollander of Sales StaffA collection of by-the-numbers facts that every sales and marketing professional needs to know.
Download File Here -It's a wonderfully laid out collection of statistics that will stick and prove helpful to know.
13 Thorny Data Problems that Vex B-to-B Marketers, and How to Solve Them
Ruth P. Stevens and Bernice GrossmanB-to-B database marketers are vexed by a variety of problems, from incomplete or inaccurate data, to inflexible systems, to rapidly evolving technologies. This paper identifies 13 important data problems that B-to-B marketers face, and offers practical steps for solving them. In many cases, the solutions boil down to systematic data entry, careful matching and deduplication, and applying new tools to update and enhance customer records.
Download PDF Here
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Beyond Lead Flow: Enabling Sales Through Marketing Automaiton
Steve WoodsMarketing has long worked to support the sales teams they serve by providing them with a steady flow of qualified leads. The use of agreed upon criteria for defining a qualified lead has resulted in a reduction of historical challenges in lead follow-up, but has yielded high volumes of unqualified leads. Marketers need to recognize that determining lead criteria is only the first of many steps they can take to enable their sales teams. New enhancements to CRM systems are driving truly evolutionary changes in marketing’s relationship to sales. Following are five areas where marketers can employ marketing automation to deepen their relationship with sales and help sales identify, manage and close deals.
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Online Sources of B-to-B Data: a Comparative Analysis
Ruth P. Stevens and Bernice GrossmanDownload PDF Here
Why Use Lead Management and Lead Management Systems
SmartleadDownload PDF Here
Profiling, Targeting and Segmentation
John CoeIn marketing, as in many other disciplines, the first question is,"where do I start to solve the problem?" Frequently, marketers start where their strengths lie or feel comfortable. Database marketers start with data, creative types start with the creative, etc.
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