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Marty Knight

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Sales/Marketing, OnPath Business Solutions Inc

50 points

March 25, 2011

Marty Knight and 1 other person answered this question

How important is it to incorporate the human touch into the lead nurturing process?

It may be the most important thing you do. Yes a phone call is part of the marketing mix, like automated emails, webcasts social media, whitepapers and all the other things marketers do to get attention but it is the only part where you have ... more

Feb. 15, 2011

Marty Knight answered this question

Thinking about bringing outsourced or offshore lead gen and development back in-house? How come?

Thinking about it is fine. Actually doing it is probably not the best idea. When you outsourced your lead gen originally you had a reason or reasons, right? Is it likely that reason or problem has miraculously gone away while you outsourced? Just as likely ... more

Feb. 10, 2011

Marty Knight recommends this answer by Lee Crites

Will social media make the Better Business Bureau irrelevant?

I'm not sure if social media will make the BBB irrelevant, but unless the BBB (as an organization or as an industry) makes some changes, it will become so all by itself.
The BBB is known for these services:
1) Providing (theoretically accurate) information concerning a particular ... more

Better Business Bureau

Nov. 12, 2010

Marty Knight and 9 other people answered this question

What are the key questions to ask when gathering CRM requirements?

Successful CRM solutions must fully involve your entire organization. That includes executive buy in and a commitment from the top that the CRM will be used by everyone that touches a customer or a prospect at your organization. Getting it right requires a thorough plan ... more

Nov. 10, 2010

Marty Knight and 24 other people answered this question

Sales and Marketing 2.0: Does sales care about sales-marketing alignment?

No they don't. It's a big marketing conversation. We care because we are trying to answer the question, "What have you done for me lately?" That question is being asked by the C-suite and by the sales team. We hope that through alignment we can ... more

Sales and Marketing Alignment

Sales Management

Sept. 17, 2010

Marty Knight and 7 other people answered this question

Focus Research Insight: How did you know when it was time for CRM?

Usually companies realize it's time to impliment CRM when it's too late. Right after they call a prospect and they are told,
"You are too late. We just went with your competitor because we hadn't heard from you for awhile."
That's when they sit back ... more

Information Technology

Focus Research Insight

July 19, 2010

Marty Knight and 1 other person answered this question

What tactics do you use to keep from "losing it" on the phones?

Always remember....speak with people that want to speak with you. Do your research, make a relevant call and it's not personal....they simply don't want what you have today. Sales are like buses. There will be another one in 20 minutes. more

Customer Service

Information Technology

June 15, 2010

Marty Knight recommends this answer by Fred Yee

Sales and Marketing 2.0: Should marketing be measured by the corporate revenue goal?

Hi Craig,
This has been debated for a long time, and no doubt will go on long afterward. The short answer is marketing doesn't want to be measured that way, and marketing does have some reasons why it shouldn't be. Chiefly, they don't control the sales ... more

Marketing Metrics

Jan. 10, 2010

Marty Knight recommends this comment by M Scott Schaffernoth

Who "owns" evaluation and selection of IT-empowered sales tools -- sales, marketing, IT or none of the above?

Being that IT will not be measured by the sales success/improvement(s) that said tools should result in, IT should NOT be an owner. IT is a facilitator. They likely have some accountability for level of service quality, but not ownership.
The people who will use ... more

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