Business Growth Strategies… Want to Win More Deals?

George Roberts

December 15, 2010

While I was doing my weekly reading, I began to examine the website, CSO Insights, which was created by a couple of successful Sales Executives I know (Barry Trailer and Jim Dickie). It focuses on sales effectiveness metrics and trends.

Those of you who follow OpenView blogs knows OpenView is a Boston based Venture Capital firm that invests growth capital in expansion stage companies. Our focus as a firm is to enter the arena after an investment ensues to help the management team scale the business in a capital efficient manner around a profitable economic business model.

Part of making that happen is working to maximize the efficiency of the marketing supply chain around leads and lead conversions to deliver more qualified opportunities to the sales team at a lower cost. Last week the CSO Insights newsletter offered a free white paper from Maximizer Software titled “5 Keys To Maximizing B2B Lead Conversion to Win More Deals“. The 5 points are listed below:

  • Get Sales & Marketing Together
  • Use Dedicated Lead Teams
  • Set a Nurturing Process
  • Monitor & Manage
  • Maximize ROI

I thought this was an excellent white paper and worth reading by all CEO’s and/or founders and their management teams. To learn more and download the white paper, you can sign up for their newsletter at the bottom of the main page of their website here.

All the best!

G

Venture Partner

<strong>George Roberts</strong> is a Venture Partner at OpenView. He enjoys partnering with companies and helping them achieve their goals through strategy, focus and operational execution. From 1990 to 2003, George spent 13 years at Oracle Corporation, most recently having served as Executive Vice President of North American Sales. While at Oracle, George was responsible for over $1 billion in revenue and more than 2,000 employees, reporting directly to the company’s CEO and Chairman, Larry Ellison.