Posts Tagged ‘lead qualification’


Over the years, I’ve had the privilege of conducting Demand Generation Workshops for hundreds of marketers.  These workshops are designed to be a “lab”, a place where marketers could learn about how to build an effective demand generation program, and then spend time applying what they learned to their respective companies. After the workshops, I…

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The Five Question Sales Call

Years ago as part of a client engagement, I accompanied one of my client’s sales reps in an effort to learn more about their sales process and their company’s clientele. During one particular call, we met the prospect in the lobby, exchanged pleasantries and followed him to his office. Once we arrived, he looked at…

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Tradeshow Follow-up

Yes, the title of this post has the word “tradeshow”in it.  They still exist, and for many companies, they are still a tremendous source of sales leads.  As a matter of fact, the Center for Exhibition Industry Research reports that tradeshows continue to grow (albeit modestly) in attendance and exhibitor space. So why do so…

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