I have recently read two great posts about the over-use and ultimate lack of effectiveness of the free trial as a marketing tactic in B2B SaaS sales organizations. Both Jep Castlestein of LeadSloth and Amanda Ferrante of DemandGen Report talk about alternatives to the ubiquitous trial and each provided great food for thought on a [...]
Archive | Sales Strategy RSS feed for this section
The Ins and Outs of Inbound and Outbound Leads
Marketing, especially B2B Marketing has its own unique language. Attend any professional event and you’ll hear jargon tossed around as freely as the coffee flows at the refreshments table. Sometimes it is important to return to the basics and make sure you review the terms so that you can keep up.
Marketing Sherpa: Never Send Unqualified Leads into your CRM
In Marketing Sherpa’s recap of their B2B Lead Generation Summit, they designate one point as the summit’s key takeaway. The “most scribbled-down-tip” was when Jackie Kiley of Sybase explained the importance of passing only qualified leads into your company’s CRM.
The Golden Rule of Lead Generation
More and more, marketers are beginning to embrace quality over quantity and putting in place steps to help the sales team improve their odds of closing the deal.
Get to the Point Already
In “the one piece of advice you can’t generate leads without”, author Jill Konrath points out that her day is way too hectic as it is, and that taking calls from vendors certainly isn’t high on her list of priorities. Her solution? When you make that sales call, get to the point, and put numbers behind [...]
About
I am the co-founder and COO of Pardot, a B2B marketing automation provider. This blog covers my thoughts on B2B marketing, startups, and client service.
Follow @adamblitzer on Twitter