Jenny Vance, President, LeadJen Managers of lead generation teams usually chart their success by looking at traditional metrics, such as number of attempts, number of connects and time spent on the phone. If the metrics are favorable, they probably feel pretty good about the job their team is doing. However,…

By Lisa Arthur, CMO, Aprimo I’m not a fan of “all or nothing” declarations. For years, BtoB marketers were told that successful marketing automation was simply a matter of lead generation. We heard that if we could just focus our attention on uncovering and scoring leads, then presto! Our problems…

By Audrey Spangenberg, CEO of FPX, Inc. Using technology to streamline sales processes is not a new concept for businesses with complex sales. What’s become critical is the importance of capitalizing on accuracy, access and automation to shorten a lengthening sales cycle. According to Aberdeen Group research, under-performing companies see…