12Dec/16

4 Tips to Help Develop Higher-Quality Leads

December 12, 2016Inside SalesElisa Ciarametaro

How to Help Sales Develop Higher-Quality Leads (Plus New E-Book) Producing higher-quality and quantity of leads continues to be a top challenge for companies. Smart management can help Sales Development Representatives (SDRs) improveRead More…

11Nov/16

5 Tips for Relevant Customer Messaging

November 11, 2016Messagingcustomer relevance, relevant messagingElisa Ciarametaro

Relevant messaging strives to deliver the right message to the right audience at the right time. Yet to establish a credible connection with a potential buyer, sellers have to be willing toRead More…

24Oct/16

10 Vital Marketing Tasks to Increase Sales

October 24, 2016MarketingBest Practices, Lead Generation ProcessElisa Ciarametaro

Without good Marketing, is there enough support for Sales to win with your prospects? In some rare cases, maybe Sales can win on its own. But the right marketing activities are keyRead More…

19Aug/16

10 Qualities of a Successful Sales Development Representative

August 19, 2016Hiring and Staffing, Marketing, Sales 2.0Elisa Ciarametaro

How to Spot and Hire a Great Sales Development Representative A great sales development representative (SDR) has a huge impact on your success and reputation. Your SDRs play a major role in your customers’Read More…

13Jul/16

Social Selling: The Human Element

July 13, 2016Social SellingElisa Ciarametaro

Is there real value in social selling activity for sellers, or is it all talk? Social selling has value when your activity adds to an engagement process that is already working with prospects and customers. Social mediaRead More…

03Jun/16

How Many Calls Should a Sales Development Representative Make Daily?

June 3, 2016Inside Sales, Inside Sales ManagementOutbound Sales, sales callsElisa Ciarametaro

How do you determine the optimal number of sales calls your representatives should make? This number is an important, sought after metric to sales managers and representatives who want to gauge what it takesRead More…

28Apr/16

Prospect Conversations: How To Open the Dialogue With Your Ideal Prospect

April 28, 2016Business Communication, Customer Experience, Focused OutreachApproach, Lead Generation, Phone conversation, Telephone skills, TipsElisa Ciarametaro

How to Communicate Value to Prospects on the First Call How do you turn your prospects into your customers? You have to start with a conversation, dialogue, interaction, or discussion. That seems obvious,Read More…

07Mar/16

3 Management Tools to Improve Lead Quality

March 7, 2016B2B Leads, Lead Generationlead qualityElisa Ciarametaro

We’ve been looking at how to improve lead quality by aligning Sales and Marketing teams (in these two previous articles. As a manager, you may feel like you have to referee the blame game: MarketingRead More…

29Feb/16

4 Tools to Bridge the Gap Between Sales and Marketing

February 29, 2016B2B LeadsElisa Ciarametaro

We’ve been looking at the importance of lead quality and lead quantity, starting with the first post in this series. This time we focus on 4 resources to help you align efforts in yourRead More…

19Feb/16

Solving the Lead Quality vs. Quantity Debate to Increase ROI

February 19, 2016B2B LeadsAlignment, ApproachElisa Ciarametaro

Lead quality, quantity and conversion are still top of mind for sales and marketing executives. According to the 2015 B2B Lead Generation Report cited by Brighttalk, improving lead quality over quantity is a topRead More…