How much pre-call research do you need to do to be effective in your sales and customer prospecting? Frankly, it’s a really loaded question. But here' some guidance.
Chief marketing officers (CMOs) and their team members can use these six categories of metrics to measure and analyze B2B marketing program performance, Forrester Research says.
The "make-versus-buy" decision is a rational process our customers go through in solving their problems. There should be no remorse about choosing to buy rather than building a solution on your own.
The next time your sales team complains about customer indecision, ask them if they have ever considered the sales process and buying process from the customer point of view. David Brock explains why.
Building predictable revenue streams is nothing new to sales. A more interesting question is, “What drives unpredictability in revenue, and what can we do about that?”
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