There are many different ways to undertake lead qualification and measure the efficiency of your process. Cold calling can be highly effective if performed with diligence and consistency. Tele-prospecting stands out above many other lead generation tactics for its compelling conversion rates. Below are three key measurements which can help determine the efficiency of your … Continued
As promised in last week’s blog, here is Tip 2 for sales lead optimization success. Map the buying process by segment or solution Map the lead to sale process for each solution type Compare these two processes so you clearly understand the dynamics. And further refine your lead generation efforts. Break your content and tactical … Continued
The sport of hunting is not really my thing, however, my oldest son lives for deer season. What I have learned from him is that you don’t just head out into the woods, expect the deer to come running to you and start shooting at anything that moves. You have to study your prey, learn … Continued
Ugh. There’s that word again: Optimize. And yet, its definition speaks precisely to what B2B lead gen marketers are trying to do – make our marketing campaigns perfect, effective and functional as possible to achieve our end goal: increased sales. According to CSO Insights 2014 Sales Performance Optimization Study released last week, 94.5% of the … Continued
If you are reading this guide to help you choose between competing B2B Lead Generation Services, I’ll assume that either: A) You currently have no lead generation service provider Or B) You are not satisfied with your current provider If you fall into either category, you will probably be doing a lot of cussing while … Continued
The plop of the lure hitting the water is a satisfying sound. As is often said, “A bad day of fishing is better than a good day at work.” However, that bad day of fishing can get very frustrating as the day drags on and there’s nothing on the stringer. When that happens it doesn’t … Continued
Most of us are familiar with the names of these game systems even if we aren’t “gamers” and don’t spend our recreational hours thumbing controllers. For each of these systems there is a devoted following that will tout the superiority of their favorite. But if we only have experience with one system or none at … Continued
By Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie Beasley, Co-Founder and President, Beasley Direct Marketing. In our final installment on how to develop and nurture sales-ready qualified leads, we will look at a second case study where a firm successfully incorporated a multi-touch, multi-channel marketing approach to boost sales. However, this case … Continued
Start Counting Sales Instead of Sheep There are certain things you just can’t do while you’re sleeping; driving a car for example. It’s hard to take a bath or shower during the REM phase, but some mornings, I make a very good stab at it. I’m not one who likes to hang around in my … Continued
EdNet — what a tremendous event put on by MDR. It’s called the “adult event” of the Education Technology Industry because one is not only able to see the President of the McGraw-Hill School Education Group sitting next to the CEO of Pearson North American Education discussing industry related topics, but also able to sit … Continued
