©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.
Given the unstable economy, B2B companies are looking for every opportunity to drive sales and increase profitability. Significant performance improvements can come from applying best-practice lead generation, lead qualification, and lead nurturing processes. Recent research from advisory services firm SiriusDecisions shows marketing and sales teams that apply such processes outperform average teams by a margin of 5:1, growing both year-over-year revenues as well as profits. Following are nine marketing and sales best practices that support these exponential gains.