| || |
|Page 1 of 1 || Previous | Next |
| | VIEWPOINT
JANUARY 12, 2012 Sales Leads: Why Your Reps Need Fewer, Rather Than More
Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Take Steve, for example. Not a senior executive? Budget undefined? Goodbye. Next-year decision? No way.
| | VIEWPOINT
JANUARY 10, 2012 Do Your Sales Prospects Have Their Own Poker “Tells”?
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. An important skill in playing poker is being able to read the opponents at your table. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand. If you can read the “Tells” of the others, you win; if you can’t control your own Tells, you might lose. We all have our own Tells, which are tics and habits. No interest? Got the shakes?
| || || |
B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization
Sign-in using your social networks so we can begin to personalize your experience.
We need your email and password to allow you to log into your personalization features.
Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.