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Increased Business Development Starts with Accurate Business Intelligence

The tail that wags the dog. Any military commander will tell you that intelligence is probably the most significantly important tool they have when developing a winning strategy. Good intelligence...

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Qualities Clients Look for in Teleservices Providers

Edited transcript of a telephone conversation initiated by Michael Falkson, Pres. eti Sales Support Inc, with Mr. Ostrow 08/02/08. The Aberdeen group recently undertook a study of the B2B Teleservices...

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Lowering marketing budgets will lower sales lead performance

In a post to from the Sales Lead management Association John Obermayer makes an interesting and timely point: While most C-level managers realize that build-and-ship schedules are tied to sales...

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Is the PHONE a marketing medium?

The origin of telemarketing (TM) may be lost in the mists of time. Lots of folk credit Murray Roman for being the father of telemarketing but I don’t believe he ever confirmed parenthood. As an...

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In Tough Times more Effective Marketing will Increase Sales Force Productivity

Tough times require all expenditures to be examined for possible reduction or elimination. Marketing is not exempt from such investigation and will undoubtedly reveal areas where cuts can and will be...

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MIT Sloan Sales Conference 2009 – Sell or Sink: Navigate the Crisis

We’re pleased to announce that I will be hosting a workshop entitled Tough Times Demand Smarter Sales Strategies at this year’s MIT Sloan Sales Conference which is to be held on April 17th, 2009 in...

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Can Lead Nurturing via Marketing Automation system beat ‘Phone’ based Lead...

The buzz around Marketing Automation Systems is heating up.  It’s quickly becoming the hot new ‘gotta have’ software just as CRM was earlier in the decade. There is a significant constituency that...

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Make rejection a thing of the past

When you work in sales, it sometimes feels like rejection is part of the deal. When you call dozens of people every month, you generally can’t expect all of them to be on board with the product or...

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