Category Archives: TechTalk

How to Define a Qualified Sales Lead

This article was written by Steve Richard, Co-founder and Managing Partner at VorsightBP. Learn more about VorsightBP here. Having a common definition of a qualified lead is essential to effective lead to opportunity conversions in the funnel. But sadly too many organizations lack a...




Keep Your Sales Funnel Flowing

B2B organizations like yours invest resources to train sales executives on how to prospect and qualify. The goal, of course, is to convert more leads into sales opportunities and closed deals.The majority of enterprise sales training programs coach reps on middle of the funnel...



Two Timely Marketing and Sales Trends for 2016

As we swing into the holiday season and enjoy time with family and friends, we’re also nearing the end of 2015. And you know what that means — time to craft your marketing strategy for the New Year!Here, we’ve compiled of couple of the...


Recap of immixGroup’s Fundamentals of Government Sales

immixGroup’s Tim Larkins is a star on the rise in the world of public sector technology.  He is not an engineer or a software developer.  He doesn’t head a federal contractor or systems integration firm. Rather, Tim is in the business of helping cybersecurity,...


3 Reasons Why Voice Mail Remains a Sales Winner

The most powerful and persuasive sales tool remains the human voice. It’s how we articulate knowledge, establish rapport and create connection. People do business with those they know and trust, right? Dialogue is the foundation of a meaningful business relationship. This why I was...


Achieve Sales and Marketing Alignment

Team alignment is a top priority for today’s high-level sales and marketing professionals. It’s no longer a concept, it’s a requirement. In fact, this topic took center stage at both the 2015 Mid-Atlantic Marketing Summit and the Salesforce World Tour in Washington DC. According...


When Sales Gets Personal

Have you connected with your customers today? I mean really connected. I’m talking about something more meaningful then an Email or social media interaction. It can be easy to forget a business buyer is also a person with professional aspirations and personal interests. This...