In B2B Marketing’s latest benchmarking report Lead Generation & Nurturing, increasing the quality of leads was rated as the most important lead activity for 2012. Closely followed was increasing the quantity of leads and then increasing sales conversions. This report, compiled from 291 interviews with B2B client-side marketers conducted
Read more →I was prompted to write this post after an active discussion on this topic with a group of sales people. There wasn’t too much consensus, with numbers anywhere between 7 and 22 calls, but I thought the question was an interesting one because very few people ask it. My
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