Making any kind of decision requires information. When you are at a restaurant you have never been to before, you need information to place your order. Unless someone you know has highly recommended a particular dish, it is unlikely you would order without looking at the menu or listening to the waitress recite the day’s … Continued
A view from the trenches As the VP of Operations of a 23 year B2B lead management services firm, I have been directly involved with hundreds of B2B sales lead campaigns resulting in many millions of individual interactions with prospects on behalf of our clients for whom we generated hundreds of millions of dollars in … Continued
So you’ve tried gathering leads for your sales team only to find they aren’t even using them because they quickly found they were a waste of time? Now they won’t even look at what you send them. Time to make sure you’re following at least the basics in today’s world of lead acquisition. Here are … Continued
What is a weak economy anyway? Generally this translates into less market growth in which to sell. It means that unless you can find and are capable of doing business in those few growth sectors that are active in the economy, you must take business from others or find other ways to expand your reach. … Continued
Once you’ve defined the criteria which make a true sales-ready lead for your company, the next step is to calculate the number of leads you will need to produce each month to feed the sales organization.
Do this exercise with a friend or colleague before reading the rest of this blog. Exercise (3 steps). Step One – WITH NO DISCUSSION both you and your friend make a list of things you can do with a pencil. Time limit: 1 minute Step Two – Share each of your lists and see how … Continued
For B2B firms, base the criteria on what the sales team needs. Detailed background information on both the prospect and the selling opportunity helps drive more productive lead-to-sales results. You can sync scoring to this later.
Once the music starts to play, the lights begin to dim, and the couples begin to pair up and move on to the dance floor, it’s too late to keep your rival from getting the partner you’ve had your sights set on. You needed to get their attention long before that. It’s hard for them … Continued
The goings on at Dunder Mifflin, the imaginary company on NBC’s The Office, tickle the funny bone because anyone who has ever worked in an office can relate to the inane antics of the employees, particularly the wide-eyed Dwight Schrute. Here’s what we can learn from Dwight about Lead Generation. Dwight Lesson #1 Dwight is … Continued
Everyone who wants to make cold calls, take one step forward? What? No takers?” “Okay, who wants to call everyone on our invite list to the seminar to see if they’re coming?” “What do you mean you’re too busy?” Making those calls is usually not a favorite pastime for your already busy staff, is it? … Continued
