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Inbound Marketing and Sales Insights | Sales Productivity

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3 minute read

How to make contact with qualified leads in the internet age – quality over quantity

James Welch

If you’re a sales and/or marketing professional, you’re probably finding the internet both terrifying and exciting all at the same time. And for good reason. The Web provides an ...

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3 minute read

When Sales Automation Tools are Not Your Friend

James Welch

Virtually every organization of size has some sort of customer relationship management (CRM) infrastructure that enables them to automate many of the functions associated with ...

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3 minute read

Sales Pipeline Generation, Part 3: Selling More to Existing Customers

James Welch

If you have anything to do with business IT, sales, or marketing, chances are very good that you’ve heard the term “single view of the customer.” And if you’re someone who ...

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4 minute read

Do Buyers Trust Your Sales People?

Dave Orecchio

With the commercialization of the Web, buyers are fully in control of the sales process. Whether it’s a consumer looking for new cookware, or a commercial buyer sourcing new ...

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4 minute read

How Predictive Lead Scoring Improves Marketing And Drives Sales

Dave Orecchio

Inbound marketing, with its customer-centric focus and data-driven approach, has allowed companies to vastly improve the effectiveness of their marketing efforts. Automation, in ...

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5 minute read

Sales and Marketing Strategy for Disrupted Markets

Dave Orecchio

Geoffrey Moore, the author of Crossing the Chasm and other sales and marketing strategy books, recently published an article about how our digital world is disrupting the normal ...

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4 minute read

For Digital Marketing Success, People Must Instantly Understand What You Do

Dave Orecchio

The desire for clear and efficient communication is a common trait among digital marketing (or Inbound Marketing) buyers across many customer segments. In competitive industries ...

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2 minute read

How Sales Should Evolve in the Digital Age with Inbound Marketing

Dave Orecchio

No one can debate that the internet has changed lives and industries. Products like the smart phone have accelerated this change since billions of us now have instant access to ...

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3 minute read

Sales Road Map for Success with Inbound Marketing

Dave Orecchio

We gain most of our new clients from company CEOs, Presidents or Sales VPs who need to address the inability of sales to gain access to prospects through traditional means and the ...

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4 minute read

Why Did Salespeople Spend Only One-Third of Their Time Selling Last Year?

Dave Orecchio

Let's diagnose the 4 problems with sales productivity. At Bristol Strategy, we understand the importance of applying our Sales and Marketing experience to helping our clients fine ...

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4 minute read

Sales Pipeline Generation Part 2: Sales can build a sustainable pipeline with inbound marketing

James Welch

Sales Pipeline Generation is a Strategic Imperative. The title of this post would cause some sales managers to say you are crazy, and CEO’s to fire the marketing guy. Why would a ...

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2 minute read

Sales Pipeline Generation Part 1: You are responsible for your pipeline, now what?

James Welch

What sales rep has not heard the line "You are responsible for your pipeline," and every good rep know its true. We are responsible for our pipeline. The problem we all face is ...

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