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What to do when your sales reps think good leads are bad

We explore three cases where potentially good leads are thrown out, and what to do instead so you don’t lose the opportunities. ... | Read more ...

Difficult calls to save at-risk B2B customers – how to make them easier

When treated as a defensive strategy to keep a failing account, we have found that this socializing approach can backfire. ... | Read more ...

Why “call often” is like “one size fits all” — Not the best fit for any customer

We’ve heard “call often,” “call everybody,” and “call until you get an order” on the sales floor. But does this approach produce the best ROI, especially when cost per call is high. ... | Read more ...

“One and Dones” – The mystery of disappearing customers

A hidden problem with turning first-time customers into repeat buyers seriously increases the true cost of customer acquisition. Lead generation should not stop with the initial sale. ... | Read more ...

How to Find At-Risk Accounts In Salesforce

Losing a valued customer is a fear of every sales rep and sales manager. The longer the elapsed time since an interaction with them, the more likely the customer is at risk of being lost. How can you find them before too much time goes by? ... | Read more ...

Buying B2B Outbound Leads: Why Your Leads Cost 125% More Than You Think

If your current processes throw away prospect records that you paid for before the sales reps see them, it is time to reassess your lead generation program. ... | Read more ...

Valgen Sales and Marketing Analytics for Salesforce

Are You Doing Business in 107 Countries? Or 7? Data Hygiene Matters in Predictive Analytics

The client does business in 7 countries. Or so they said, and I believed them. But they quickly added a caveat: “no one has looked at our database in awhile.”... | Read more ...

Spring Cleaning: Five Data Hygiene Tips So Your Sales Data is Always Ready for Analysis

Predictive analytics needs a foundation of clean data. Here are our top five tips for data hygiene, so you’re always ready for marketing and sales campaigns via ... | Read more ...