Everyone defines ’quality lead’ differently.
Some use ‘lead scoring’ to follow different ‘touch points’ – determined by industry standard or corporate dictate - defined as having a ’buying’ value that is supposed to project a close.
Some use the telesales function to ’qualify’ and pass on to sales what has been somehow deemed ’promising’.
Is  a ‘quality lead’ expected to lead to  a closed sale? A meeting? A ‘hot’ opportunity regardless of [...]

Digital sales approaches are faulty: they drip content with no clear…

‘Turn prospects into buyers with content marketing.’ ‘Create opt-in permission to deliver content through email using the…

Historically, sellers have been the one touching the buyer as marketers developed the brand awareness and hopefully brought buyers in – to be aware of the brand and trust it (or have some sort of mental relationship with it).
Marketing has never been hands-on the way that sellers were when they made cold calls or went to client sites [...]

Why do you think buyers take so long to decide? Do you really think they want to take that long?
Think of a decision you had to make with one of your teammates, or a family member.
What was the difference between what you wanted to happen, and the others wanted to have happen?
Where did you all [...]

How do you and your spouse/partner figure out where to vacation?
When you have a need for a new car, how do you and your family choose it?
When your work unit (team, company) wants a new training program, how do you go about choosing if/when/why to have one, and with whom you’ll study?
AT THE START, NO ONE [...]