All posts by Ken Murray

Video Guide: Easy Steps for Lead Management and Scoring

Submitted by Guest Blogger, Ashley Furness,  Software Advice market analyst Every company wants high leads volume – but skimping on lead management and prioritization can kill your chances to capitalize on the best ones. In this two-part video series, VisionEdge Marketing President Laura Patterson shares her tips for crafting an effective opportunity scoring system. First, … Continue reading Video Guide: Easy Steps for Lead Management and Scoring

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Wasted Days and Wasted Nights – How we Fail to Collect Vital Data on Each and Every Sales Call

Yep – I am astonished by the lack of what we should know but don’t. Every day, businesses are cranking out tons of sales calls that seem to fall short of gaining any real intellectual knowledge, despite all the effort. I was chatting with an Inside Sales manager a few weeks back, and he shared some … Continue reading Wasted Days and Wasted Nights – How we Fail to Collect Vital Data on Each and Every Sales Call

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Call Center Software – Is Your Pick About Productivity?

Several times a week, we hear from people who are either searching for outbound call center software or looking to upgrade their existing platform. I am often surprised that they have done little or no due diligence to identify their desired outcome. Are they looking to move calls more fluidly through their maze of departments … Continue reading Call Center Software – Is Your Pick About Productivity?

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Cold Calling – It Is Not The Volume, But The Art

Yep!  I used the words “art” and “cold calling” in the same sentence. We sponsored a webinar last week by our good friend Wendy Weiss, “The Queen of Cold Calling.” Pretty much anyone who uses the phone as a selling tool knows Wendy. If you don’t, you really need to jump on her next webinar. Wendy … Continue reading Cold Calling – It Is Not The Volume, But The Art

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Software Features – Don’t Leave Money in the Bag! 5 Ways to Get the Most From What You Are Paying For.

Recently, I started writing a new post about some of our best features which we think are underutilized by our customers. As I thought about several customers, knowing what I know about their business, I had a “Wow!” moment. These folks have no clue that VanillaSoft has these features baked in. With this new knowledge, … Continue reading Software Features – Don’t Leave Money in the Bag! 5 Ways to Get the Most From What You Are Paying For.

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Lead and Prospect Management-Through Email? Yep, That’s What I Said

It has been said that a man who promotes his competitors on his own site is a man who soon will find another line of work. I have always believed, and made it the policy of VanillaSoft, that getting people into the right product is more important than selling your product to the wrong person. … Continue reading Lead and Prospect Management-Through Email? Yep, That’s What I Said

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Lead Management and Demand Generation – Different, Equal, Powerful

Lauren Carlson, CRM Market Analyst over at Marketing Automation Software Guide, shared a post and video link that I think clearly outlined and clarified some of the confusion around lead management and demand generation. As a provider of Lead Management Software, we see it all of the time. Lauren shared that “demand generation” and “lead … Continue reading Lead Management and Demand Generation – Different, Equal, Powerful

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CRM-Lead Management Software:The Death of Lost Productivity for Outbound Selling

Have you ever stood behind your outbound sales people and really paid attention after they complete a sales call? It can be quite the learning experience. Whether they are the high-paid closers or the entry level prospectors, many, if not most, will kill quite a bit of time before saddling up and making the next … Continue reading CRM-Lead Management Software:The Death of Lost Productivity for Outbound Selling

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