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lead management

What Should Be Covered in Lead Qual Training? Sample Agenda

April 11, 2012 by Devon McDonald
with 48 views
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Overlooking a thorough yet concise lead qualification training agenda can set your effort back weeks, if not months. [read more]

Sales Prospecting Plan — Does Yours Work?

April 6, 2012 by Mark Hunter
with 78 views
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Here are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change. [read more]

Customer Care is the New Mainstream

April 5, 2012 by Alex Hisaka
with 81 views
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Image: Ayubansari /Shutterstock

In today’s world, any business can connect to its customers via many channels -- email, Facebook, Twitter, phone, live chat, web -- and the technologies to do this are available and within reach of even the smallest of small businesses. Where a sharp business focus on customer satisfaction used to be a rarity, it’s now commonplace. [read more]

The Sales Prospects You Don’t Want

March 3, 2012 by Steve Reeves
with 350 views
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Photo by Tomas Fano via Flickr

When is a sales prospect not a prospect? We just posted Making Lead Generation Make Sense at our other blog and it was syndicated at Customer Collective. That was nice, but even better, two sales and marketing professionals took the time to comment.They both made the same point. They didn’t agree with me :+( [read more]

Making Lead Generation Make Sense

February 26, 2012 by Steve Reeves
with 173 views
2

Image courtesy of author's blog

Anybody who's been selling for more than a couple of months understands lead generation programs aren't what they're supposed to be.  All too often the leads coming out of them turn out to be somebody's name and number, or maybe email address.  And mostly a waste of the sales professionals time. This is particularly true of... [read more]

Are You Being Mislead by Your Lead Scoring?

February 13, 2012 by Duncan Macdonald
with 30 views
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Lead scoring can be misleading – By making sure your lead scoring matches your resources and process to make sure you don't miss an opportunity. [read more]

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Three Lead Management Guidelines From The NFL

January 25, 2012 by Brian Whalley
with 59 views
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Photo: Jeff Weese/Flickr(creative commons)

Running a good lead management program can be a lot like being the coach of a hot football team. You have a lot of leads coming in that need to be understood, appreciated, and then handled in a specific way depending on certain criteria. [read more]

3 Critical Marketing & Sales Steps Companies Won’t Take in 2012 (guest post)

January 17, 2012 by Matt Heinz
with 116 views
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Image: Courtesy of author blog

Sales lead management is a basic business process that is broken in most companies today. [read more]

Is it Time to Take Your Lead Generation Activities More Seriously?

January 17, 2012 by Jonathan Farrington
with 281 views
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Image: Courtesy of author blog

My regular observations have led me to conclude that very few organizations have a formal plan, strategy or methodology in place to manage leads, preferring the “scatter-gun” approach, because all business is good business, isn’t it? Well, actually no, it isn’t. [read more]

How Do Your Successful Salespeople Leverage Social Media for Selling?

December 21, 2011 by Koka Sexton
with 238 views
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Image: Courtesy of author blog

After talking to eight of the top thought leaders in sales training and sales technology we wanted to bring their insights to you. This is going to be a 3-part series that covers what successful salespeople are doing to leverage social media in lead generation and accelerating their opportunities. [read more]

Driving Demand with Social Intelligence

December 7, 2011 by Koka Sexton
with 90 views
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Image: Courtesy of author blog

The traditional approach to demand generation focuses primarily on outbound offers and campaigns to drive new leads into the funnel. However, the shift in buyer behavior forces companies to rethink their approach to demand generation. Social media stands out as a new source of customer engagement because it provides sales and marketing organizations with a tremendous opportunity to follow potential customers – even before they reach out to them. [read more]

Sales Prospecting: Follow-Up or Follow-Down

November 6, 2011 by Mark Hunter
with 73 views
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No salesperson is ever going to admit they don’t follow-up. If a salesperson is asked if they follow-up, they’re naturally going to respond with a yes.  The problem is most salespeople are not nearly as good at sales prospecting as they think they are. I’m not talking about the salesperson who does not follow-up for the 5th, 6th,... [read more]

To Improve Sales Performance, Fail Faster [and Become 'Mr. Clean']

November 1, 2011 by Michael Liebow
with 121 views
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Mr. Clean® is a registered trademark of Procter & Gamble.

Losing deals stay in a sales pipe more than twice as long as winning deals. To be a winner, start by failing faster.Want to win? Then make it your mission to lose quicker. It’s hard not to agree that sales, by its very nature, is a highly human-centric endeavor. All good salespeople know intuitively when a deal is going to happen, and... [read more]

How Focused Are Your Lead Generation Activities?

October 31, 2011 by Jonathan Farrington
with 93 views
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Image source: Author's blog

  Use of ‘Pareto Thinking’ is highly relevant and important when applied to sales people. For example, 20% of sales people’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead generation activities. Generating leads is an important sales activity that plants the seeds of... [read more]

How Much Time Do Sales People Waste?

October 21, 2011 by Sharon Drew Morgen
with 118 views
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Image: Courtesy of author blog

We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction. [read more]

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