Insights that matter

Leading with insights is not just a catchy buzzword. Thought leadership, valuable insights and intellectual curiosity are central to our very core.

10 Characteristics of High-Performance Sales Organizations

Building a high-performance sales organization is not easy.  There is no shortage of books, methodologies, or experts with opinions on how to achieve top performance, but how do you know where to start? 

Why Your Sales Force Needs Fewer Leads

Yes, you read the title correctly. Sales reps don’t need more leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads.

How Simple Market Segmentation Produces Extraordinary Results

Let’s say you are running lead generation programs using inbound and outbound lists. If you knew in advance that there was a way to generate a higher response rate at a lower cost, would you do it?

What Should the Sales Close Rate Be?

A well-known industry analyst firm reports that best-in-class companies close 30% of sales qualified leads while average companies close 20%.

Lead Nurturing: Triple Your Marketing Return

Nurturing is essential for successful lead generation—both inbound and outbound. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

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