Ori Yankelev works with our portfolio on sales and marketing initiatives.
In my last post I introduced the importance of training your outbound lead generation team. In this post I’ll layout my recommendations for what should be included in the new hire onboarding training.
Training is one of the most important yet overlooked aspects of building an effective outbound lead generation team.
Here is a quick and easy way to determine the ideal size of your outbound lead generation team in order to effectively cover your market.
There’s one question I get asked frequently: Is there an ideal ratio between outbound lead generation reps and sales reps? My answer typically surprises.
Presenting several lead generation techniques, this is the second post in a two-part series on the two most important factors to consider when deciding whether or not to launch an outbound lead generation team. To read the first post on why you should consider the complexity of the sale first, click here. In my last post, I…
In my last blog post, I introduced a two-part series on the two most important factors to consider when deciding whether or not to launch an outbound lead generation team: complexity of the sale and lead generation economics. In this post, I’ll address the first of those two factors. As mentioned in the previous post, average…
If you’re a regular reader of my blog, then you know that I frequently write about a variety of topics related to outbound lead generation teams, including: email tactics, gatekeeper tactics, the lead generation-sales activity funnel, time to revenue, and others. The reason for the frequency of those posts is because we (OpenView Labs, that is)…
The qualified lead hand-off process is a simple yet critical step in the outbound lead generation process.
In this reporting structure the lead generation team manager reports to the VP of marketing, and the lead generation representatives report directly to the lead generation team manager.
Rounding out my series on outbound lead generation team reporting structures, in this post I will examine what it looks like when lead gen reports to marketing. Structure 3: In this reporting structure the lead generation team manager reports to the VP of marketing, and the lead generation representatives report directly to the lead generation…
The lead generation representatives report directly up to the sales manager with dotted line management to the sales representative that they support. There is no lead generation team manager.
Continuing my series on outbound lead generation team reporting structures, in this post I’ll cover the second of three possible options.
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