Positioning: Why Is It More Important Than Ever?

…the first in a series of white papers discussing the forgotten steps to successful marketing. Background Having spent my life in the field of marketing and having had success, it’s probably not surprising that I know many marketing professionals that I worked with and…

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Research Summary: How Much Does Lead Generation Really Cost?

Genuine lead generation takes time and costs money simply because a qualified lead often requires that the prospect express a desire to take action (e.g. talk to you). Going from a list of names (which may have cost something to acquire in the first…

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Why Some Companies are Giving Up On Sales People

In the face of these increasing demands on salespeople, most companies are simply giving up. Many companies don’t even bother trying to train their salespeople to know or do anything more than the minimum, usually product training, that they need a salesperson to know…

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What Does a Sales Lead Look Like?

At LeadGen.com, we are willing to concede that the definition of a “sales lead” has been irretrievably ruined. And so, for our purposes, we use the term “qualified sales lead,” which we define as: A decision maker (or strong decision influencer) who has a…

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How to Bridge the Gap Between Marketing and Sales Teams

The Keys to Untangling The Sales and Marketing “Missing Link” Problem Does This Sound Familiar? The Missing Link problem refers to the different definitions used by Marketing and Sales professionals when they talk about what constitutes a “sales lead” – or, more precisely, what…

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