“Don’t Ask, Don’t Sell” is brought to you by Validar Inc. Validar is a market leader in Lead Acquisition and Qualification solutions.
Getting sales and marketing organizations on the same page is very hard work. However, getting them aligned ensures that Sales is getting what they want from marketing and marketing is getting credit for their work. The purpose of “Don’t Ask, Don’t Sell” is to share the knowledge and provide real information on closing the chasm between these two groups. You will hear customer success stories, tips from experts on why this is important, what actions they took, and how to make those changes yourselves.
About Validar Inc.
Since 2005, Validar Inc. has helped companies identify, qualify, and manage leads more efficiently and effectively. With our software and services, companies can capture highly qualified leads at the lowest cost and quantify the performance of their marketing efforts. While we offer best-in-class software and service, Validar’s underlying differentiator is our approach to lead management. While other lead management applications can quantify the number of total leads an event or initiative earned the day after an event, Validar software can immediately quantify the number of sales-ready leads and the associated revenue projections for those leads. For any business, it is important to know where leads are in their buying cycle so they are treated appropriately and follow-up activity is not wasted. Our solution enables companies to ask the right questions of potential customers at the point of lead capture, enabling leads to control how they are treated and saving money by delivering relevant activity to Sales. It is our vision to be the leader in enabling marketers, trade show managers, and corporate event managers to help deliver high-quality leads to Sales, increase program effectiveness, and receive recognition for their initiatives.
About the Author
Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar’s value proposition is based upon Victor’s experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.