Inside Sales Experts Blog (54)

Ask the Experts – Remote vs. Centralized Teams

Posted by Trish Bertuzzi on Mon, Apr 12, 2010

(This post is part of an ongoing series of Ask the Experts questions, put to readers of our blog. Please share your thoughts and experiences by posting comments!)

Topics: inside sales strategy, ask the experts

Are Marketers Still Enablers?

Posted by Trish Bertuzzi on Thu, Apr 01, 2010

In January we posted the first part of our conversation with Linda Duchin, VP of Marketing from PowerSteering Software - Are Marketers Becoming Enablers. Shame on me for taking this long to get the 2nd half of the conversation out there! Make sure to check out the comments as well!

As a refresher, we were discussing:

Topics: lead generation, ask the experts, target marketing

Get Rid of BANT and Go to NOW!

Posted by Trish Bertuzzi on Tue, Mar 23, 2010

We recently had a long conversation with one of our clients on why BANT is not always an optimal lead rating system. For those of you unfamiliar with the term:

B             Budget
A             Authority
N             Need
T             Timeframe

Topics: inside sales strategy, lead qualification