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Support Sales Part 3: Get Sales to Use Your Tools 21 Aug 2013 | 10:24 pm
In my previous posts, I talked about why it is important to support your channel and how to convince your partners to participate. In this post, I want to talk a little more about the goal of support...
Null is Different Than 0: Why Good Data Matters 7 Aug 2013 | 08:54 pm
Recently, I was troubleshooting an issue with a developer and was reminded, yet again, that “null” is different than “0”. That is to say, when looking at a set of data, there are three different ways...
50% of Marketing… Gaining Insights about Marketing ROI 31 Jul 2013 | 08:25 pm
It used to be that the major challenge in marketing was understanding what motivated buyers. You create an ad that you think will speak to your target market and then wait to see what kind of respons...
Support Sales Part 2: Convince Your Partners 24 Jul 2013 | 08:07 pm
In the previous post, I discussed the 6 common issues related to getting the maximum value from your sales channels at a very high level. In this post, I will focus on the first key issue in detail: ...
Getting Lead Managemnt Right Pt 3: Right Time 17 Jul 2013 | 08:16 pm
In our previous posts we talked about getting the right lead to the right person. Now we need to talk about the last part of this process: the timing. Right time In my dreams at night, every prospect...
Getting Lead Management Right Pt 2: Right Person 10 Jul 2013 | 08:59 pm
Last week I talked about identifying what leads are “right” within your lead generation process. This week I want to focus more on getting those leads to the right person in the sales channel. Right ...
Getting Lead Management Right Pt 1: Right Lead 3 Jul 2013 | 09:38 pm
Here at SmartLead one our primary goals is to get the right lead to the right person at the right time. This is a key part of any lead management program and what makes a program better than a spread...
Support Sales Part 1: 6 Ways to Support your Independent Sales Channel 26 Jun 2013 | 09:46 pm
Supporting your sales force from a corporate, marketing, and business development standpoint has always been challenging. The independent channel makes this challenge drastically more difficult. Thi...
Emailing Globally Part 3: Best Practices 19 Jun 2013 | 08:53 pm
We have previously talked about the different laws controlling email marketing globally and prior consent specifically. This week I want to touch a little more on the best practices and recommendatio...
Emailing Globally Part 2: Prior Consent 12 Jun 2013 | 01:48 pm
Last week we discussed US and European email marketing laws. While the laws in most countries are pretty consistent around allowing users to opt out and providing truthful content, there is one major...
