Have no idea what I am talking about? Read Part 1 here. Tons of people connect with prospects via LinkedIn and successfully convert leads into prospects every day. I almost guarantee that conversion is not happening with the first or second touch point. A better idea is to think about at what stage in this […]
Let’s get something straight: Being a Sales Development Rep (SDR) or a Business Development Representative (BDR) is one of the hardest sales functions out there. Being an SDR is literally handling rejections and objections with a constant and maniacal sense of optimism. It can be a drag. But you should never, and I mean never, […]
What drives the sales process for many IT decision makers (ITDMs) can be difficult to interpret. The recent Customer Engagement Research Report by IDG on IT Decision Makers, combined with the broader market trends identified by Andrew Home of CEB, gives marketers a blueprint on how to market to IT now and in the future. […]