Do Not Confuse Demand Generation With Content Marketing or Inbound

There is some confusion and misconception but Demand & Lead Generation is Not Content Marketing

Leads are the oxygen for a successful B2B Sales team.  Every good VP of Sales knows that to hit their number they must have a predictable flow of leads.  And it goes without saying that a “lead” is not some cold name but is actually qualified prospective buyer who raised  Read More >

What In the World are “UFOs” in Sales?

UFOs in Sales are "Unlikely & Failing Opportunities"

One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way as a  Read More >

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