So is Outbound the new Inbound? Or Inbound the new Outbound? Or should we call them Rebound or better, yet, Unbound? It appears that the people who named this inbound thing only looked at the first step in the b2b sales lead process — too narrow a view from our perspective. As a company providing … Continued
This condition is generally caused by having problems with generating a healthy sales pipelines. It creates frustration accompanied by feelings of inadequacy and insecurity. You Need a Professional Marketing Funnel Management Agency Symptoms A gut feeling that Marketing Automation is not generating the expected results. An abundance of unattended and/or unqualified leads in your marketing/sales funnel. … Continued
Have you been burned by a failed lead generation campaign? So much so that the mere mention of lead generation cause you to clamp your hands over your ears and sing-song “La-La-La-La-La…” as loud as you can? Then you may not be surprised at how easy it is for a BANT lead generation campaign to … Continued
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.