There is more and more conversation about lead quality on the Internet, but I contend that a big part of this conversation is actually about lead intent. Lead quality is probably more accurately and narrowly defined by three elements: (1) was it gathered in context and did the offer or teaser have integrity, (2) is the lead [...]

Have you noticed that your inbound call center is slowly transforming into an outbound center? Are you ready? Do you have the tools and architecture to be successful?
The first obvious question is why is this paradigm shift occurring? The short answer is that consumers are shifting their increasingly limited attention to the Internet and advertising/marketing [...]

Software-as-a-Service has been quietly gaining market share in the enterprise, where control once was the rule. Nowhere has this been more evident than with CRM applications like Salesforce.com declaring, “no software.” So, why should you consider SaaS when you select your sales management solution?

Immediate deployment and therefore return
Easier for vendors to commit to and met [...]

Seth Godin adds support to my conversion argument–meet customers responsively and with the appropriate sales process (traditional or online).
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conversion, billrice, sethgodin

There is a convergence that could make it possible for consumers to make real-time inquiries into products they see in a variety of media. What a dilemma for companies and industries that can’t even figure out, in the limited current Internet paid ad environment, how to deliver the real-time responsive experience customers expect through the [...]

This is a lead management conversion concept that is often poorly addressed. Most discussions around this topic focus on the prioritization of leads based on grading them based on their “quality” or profitability. However, like any sales territory the Internet is a patchwork of long and short sales cycle transactions.
The traditional thought behind this concept [...]