Do You Need a CRM System?
RichIn my experience, the biggest mindset difference between small companies' demand generation efforts and big companies' comes down adopting customer relationship management software, CRM. It's the first thing big companies…
Case Study on Measuring Conversion
Recently, I broke down the sales process for a small consulting firm and identified all of the conversion points. Conversion Points refer to steps or stages where prospective customers can…
Get to Know Your Sales Funnel and Conversion Points
The sales funnel is a fundamental concept in demand generation. It is a framework you use to define the different stages for potential sales. Let's discuss the purpose and benefit.The…