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Articles tagged with: telemarketing

Great Leads, No Business: the problem with marketing automation
Thursday, 21 Jan, 2010
Great Leads, No Business: the problem with marketing automation

Marketing automation people are techies who just love the idea of extracting data withwizzy technology. But they are not sales people. As a result, there are some ‘features and functions‘  missing. Like, how to close sales.
The glaring issue is the concentration on the top of the funnel vs. the bottom of the funnel. The sales industry has […]

It’s Not The Economy: It’s Your Selling Patterns
Monday, 20 Jul, 2009
It’s Not The Economy: It’s Your Selling Patterns

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the proximity of the seller’s solution to the buyer’s need.
With so much confusion and risk management slowing down sales, maybe it’s time […]