by dustin | Aug 14, 2014 | Blog, Lead Generation
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...
by dustin | Jul 24, 2014 | Blog, Lead Generation
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...
by dustin | Jun 30, 2014 | Blog, Lead Generation
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...
by dustin | Jun 12, 2014 | Lead Generation
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. Many B2B firms fail at this, so be sure to get this right. This...
by dustin | May 15, 2014 | Blog, Lead Generation
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...
by dustin | Apr 22, 2014 | Lead Generation, Qualifying Sales Leads
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. We’ve surveyed sales and here is what...
