We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for creating more demand is better lead quality. When it comes to leads, Marketers are conditioned to believe that more is better. However, this is not productive if leads don’t result […]
B2B Nurture and Follow-up Strategies: an interview with Steve Wagner (Lead-gen specialist, SPI) and Lead Lizard, a demand generation agency… Steve Wagner is a demand generation leader with a proven success record for driving revenue. As the Demand Generation Manager at Sales Performance International, he’s demonstrated his ability to cultivate and manage new departments by driving team collaboration, adaptability, and responsiveness. Demand generation captured his interest with its ability to uncover buyer insights and the levers that make them act. Keep reading to learn Steve’s best practices for nurture programs and follow-up strategies.
As economic uncertainty continues to rule the airwaves, most if not all companies are experiencing a challenging sales year. As if selling is not already difficult enough, the current low demand environment amplifies many of the typical selling challenges, including: