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How to use automation software to fill your sales pipeline

By Jenny Reardon | 29 June 2016




How to use automation software to fill your sales pipeline
Over the past decade, advancements in automation technology have put a treasure trove of efficiency-boosting automation tools at the fingertips of sales and marketing people.

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Close more sales with perfectly timed lead management

By Jenny Reardon | 27 June 2016




Close more sales with perfectly timed lead management
When should your prospects be contacted by sales?
It’s a tricky question, but one that has to be answered before you can determine at what point marketing should hand over the baton to sales. Effective lead managementrequires that your teams synchronise their efforts, but before that can happen, you need to come up with your definition of a sales-ready lead, and then outline the roles that sales and marketing will play in taking that lead to purchase.

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How to improve sales efficiency with quality data

By Jenny Reardon | 14 June 2016




How to improve sales efficiency with quality data

Despite the fuss that marketers have kicked up about big data, there’s been significantly less enthusiasm from their sales counterparts – surprising, since data can provide the same actionable insights for sales that it does for the boffs optimising their marketing strategies.

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How holistic lead generation delivers higher ROI

By Jenny Reardon | 9 June 2016




How holistic lead generation delivers higher ROI
With all the inbound vs outbound arguments out there, you’d think that the two approaches are mutually exclusive, but they’re not. In fact, it’s counter productive to think of them as separate.

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Optimise your B2B marketing strategy for the millennial buyer

By Jenny Reardon | 2 June 2016




Optimise your B2B marketing strategy for the millennial buyer Millennials. There’s 13 million of them, and for the past 10 years they have been your most important consumer group.

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Smarketing: how quality data helps bridge the sales and marketing divide

By Jenny Reardon | 25 May 2016




Smarketing: how quality data helps bridge the sales and marketing divide
Ever since the first marketers left the sales table to create their own little cool crowd, there has been a gap between the two departments. Despite the show of unity they put on for the CEO and board of directors, they rarely see eye to eye or pursue the same goals.

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