Archive | March, 2011

An ageless battle? Not anymore.

Marketing and sales can have conflicting goals and agendas. That’s not news. What’s changing though, is the focus on getting rid of those petty differences and mini-battles inherent in the relationship by working together. Marketing and sales alignment is a popular concept these days: instead of working on their own, how can the two groups [...]

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We asked – you answered

Ever wonder about what your peers are saying about their sales calls?  Well we asked BuyerZone’s Twitter followers and our own sales team about some of their experiences. Here is what they said: What is your best opening line on the phone? And does it work? This question had mixed results. Some people opened the [...]

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Daily deals: the new wave of lead generation?

I know we’re well into 2011, but looking back on 2010, it was hard not to notice the massive success of daily deal sites – especially Groupon. Though popularized by sites like Woot, Groupon, and many sites like it, offer targeted, limited-time deals which become valid once enough people buy the offer. It’s essentially a [...]

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Drip marketing do’s and don’ts

A drip campaign is a series of emails that are sent in a specific order at predefined intervals. The goal of the campaign may be to educate and nurture new leads or to cross-sell to existing customers. Drip campaigns are an effective marketing tool when executed properly. However, when you’re knee deep in content creation, [...]

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Leadscon recap

Last week wrapped another successful Leadscon in Las Vegas. It’s always nice hearing from and meeting with people who know lead generation. Since BuyerZone is a lead generation company and this is a lead generation-focused blog, I wanted to share some highlights from the conference. The conference kicked-off with a state of the industry panel [...]

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What’s new in lead generation?

The wake of LeadsCon makes me think about new trends of lead gen and b2b. There is so much stability to the traditional methodology of lead gen. Many universal truths, like the importance of follow-up, will likely never go out of style. According to a live LeadsCon tweet from BuyerZone’s president, Mie-Yun Lee, “Speed of [...]

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Making something out of nothing: big deal value from little guy deals

While closing a deal is the most fundamental challenge in sales, closing the right kind of deals can be another real struggle for many salespeople. Depending on the products or services you sell, low-end deals can almost seem like a waste of time and effort – but that doesn’t have to be the case. With [...]

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