Monthly Archives: December 2014


Dec

22

2014
Christmas Cracker riddle: What is the difference between Lead Generation and Lead Management? The answer of course is more sales

Christmas Cracker riddle: What is the difference between Lead Generation and Lead Management? The answer of course is more sales

Image Source – Christian Guthier (CC License) Perhaps the biggest challenge for any B2B lead generation company is to strike a balance between the processes of lead generation and lead management. While the managers of the client companies want their sales pipelines to be supplied with fresh business leads on a regular basis, the sales teams often clamor about the conversion rates and final deals. Truth is that a B2B lead generation company doesn’t have to see these two priorities as goals…

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Dec

17

2014
B2B Lead Generation – Avoiding The Pitfalls And Developing A Successful Process

B2B Lead Generation – Avoiding The Pitfalls And Developing A Successful Process

Image Source – samantha celera (CC License) All B2B lead generation companies tend to follow the same fundamental process for taking their sales leads forward. We start with a large pool of prospects and then narrow them down through qualification, appointment setting, presentation, proposal, discussion, negotiation etc, eventually leading to a closed deal and a sale. It’s true that the business scenario has undergone a transformation during past two decades and the latest technologies and methodologies play a major role in today’s…

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