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  • Add You - Optimizing Marketing Dollars May Start in Sales: Is Your Sales Team Equipped For The New Environment

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    ere are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nur
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    The majority of the return on your marketing dollars takes place in sales. Unfortunately, the average sales force is poorly equipped to perform in a changing lead generation environment. A recent study of marketing expenditures, by PricewaterhouseCoopers, showed a dramatic 39% shift to the Internet. This is an obvious response to consumers shifting a significant part of their buying experience to the Web. This is changing your sales force's environment.

    This of course begs the question, is your sales force equipped for the change? There are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nurt

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    perform in a changing lead generation environment. A recent study of marketing expenditures, by PricewaterhouseCoopers, showed a dramatic 39% shift to the Internet. This is an obvious response to consumers shifting a significant part of their buying experience to the Web. This is changing your sales force's environment.

    This of course begs the question, is your sales force equipped for the change? There are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nur

    Educate Your Customer to Make the Sale
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    c 39% shift to the Internet. This is an obvious response to consumers shifting a significant part of their buying experience to the Web. This is changing your sales force's environment.

    This of course begs the question, is your sales force equipped for the change? There are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nur

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    This is changing your sales force's environment.

    This of course begs the question, is your sales force equipped for the change? There are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nur

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    ere are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nurturing or cultivating, and (3) shift from inbound to outbound customer communication.

    Lead quality is a challenge of both data accuracy and leveraging the information that customers provide you in an inquiry. The data accuracy challenge calls for lead verification and validation services that can instantly, without delaying initial contact, validate that only viable leads reach the screens of your sales force. Wasted time spent attempting to contact leads with inaccurate or intentionally false information are frustrating to sales and

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