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Jim Lochry

Recent Posts

MQL vs SQL: How to Categorize B2B Sales Leads

In a perfect situation, all of your marketing qualified leads (MQLs) would seamlessly transition to sales qualified leads (SQLs). However, you're not likely to enjoy that kind of success without methods to qualify, score, and disqualify leads that will satisfy both marketers and salespeople. Your sales and marketing team should work together to develop a lead gathering and sales strategy. Let’s get started by looking at MQL vs SQL and how to categorize your leads the right way.

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5 Ways to Not Be the Next Sales VP or CRO Roadkill


As most VPs of Sales and Chief Revenue Officers (CROs) know, the mortality rate for employment of those charged with meeting an organization’s top line revenue is quite high. Believe it or not, the job security of a VP of Sales or CRO is often determined by whether they made the number for the last quarter.

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How to Get More Out of Agent Assisted Dialing

As the person responsible for generating qualified B2B sales leads, you’re likely familiar with agent assisted dialing. What you may not know is that the data you feed into your sales dialing programs is far more important than how many dialed calls you make. The data you feed your dialing tools impacts how well your system can dial phone numbers.

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Five Ways a Sales VP or Chief Revenue Officer Can Get Fired

As most VPs of Sales and Chief Revenue Officers know, the mortality rate of those who take on ownership of meeting an organization’s top line revenue is quite high. The job security of a VP of Sales is often determined by whether they made the number for the last quarter.

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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