19 Oct

Working the Pipeline: A Zonal Approach

In my previous blog post on pipeline acceleration I talked about implementing an effective process and strategy for demand generation or lead management and improving revenue. Specifically, rapid market entry and how to gather the low hanging fruit. However as we all know, that only represents 10% of the whole orchard. So let’s get down to the major chunk of clients that fall between the hot prospects and deals that really challenge us in the last mile. If you acknowledge that 60% of your leads need to be cultivated, you will agree that the middle stages of your pipeline acceleration or

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05 Oct

An Accelerated Leads Pipeline: Ask Not Just “How Much”, But “How”

Have you ever looked at lead management and pipeline acceleration as CRM? Marketing statistics point out that 60% of leads have to be nurtured. This further reinforces what I’ve stated before that successful demand generation involves: Patiently pursuing a relationship with your prospects Developing their confidence in you Rolling out a smart and effective marketing plan to turn them into customers In this struggling economy many businesses have learned the true meaning and value of pipeline acceleration the hard way. You can’t send your reps out into the ocean if they don’t know

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