Avoiding Costly Mistakes in B2B Lead Generation
Exploring the Major Mistakes That Can Make Your Lead Generation Efforts Much More Frustrating and Costly
Finding ways to improve lead quality and quantity can be a target that's constantly moving. But our latest research shows that some practices companies rely on just aren't that effective---in fact, they may be turning prospects away. In this recorded training session, you will learn about:
- Why expecting sales reps to prospect, cultivate, and close is unrealistic and hurts the quality of the resulting business.
- The challenges posed by leads that are TOO qualified and the huge opportunity missed through BANT qualification.
- How your lead-gen registration forms could be costing you business and why you should consider trashing them.
- The process changes some companies are making to significantly reduce their percentage of disqualified leads.
This webinar is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
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Avoiding Five Margin-Killing MarCom Mistakes
How to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even talks to the prospect.
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Competitive Kill Sheet Development Workbook
To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.
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Leveraging Peer Pressure To Boost Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
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Delivering Answers to the Point of Sale
Our latest research has shown that more data and tools for the field won't improve results. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better decisions.
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