The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map. More Lead Generation Tips MORE >>

I'll be presenting these 5 Outbound Calling Best Practices later today (4:00-6:30) at Papa Razzi in Burlington at the AA-ISP meeting ( American Association of Inside Sales Professionals ). Dialing the phone all day is a task. have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Then an hour later he'll yell "Eureka!" when he does successfully set an appointment. These 5 points may get more Eureka's out of your outbound marketing efforts: List Hygene - Keep lists clean and ready at all times for prime calling. MORE >>

The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map. More Lead Generation Tips. MORE >>

Testimonials and referrals (word-of-mouth marketing) is one of the best -- if not the greatest -- source of new prospects for most companies. Not sure I'm going to pick up the new iPhone just yet. I'm hearing about issues with the antenna, but I'm sure I'll have to make a decision when one of my daughters drops her phone into the pool this summer and I need to sacrifice my current iPhone as a replacement. It's been a tried-and-true pattern the past 3 summers. HD videos and true multi-tasking, just to name a few. What this means to me (and you) is its connection to Sales 2.0. Sales 2.0 MORE >>

It originally was a name that sounded great for a demand gen company, and "green" had lots of connotations: Money, greenfield opportunities and of course living green, which my wife Linda and I believe in and do our best to do our part. Someone asked me recently where the Green in Green Leads came from? Last week's blog post sparked another discussion at a client meeting. Green Leads has been buying carbon offsets over the past year as a way to reduce our own carbon footprint. We calculate this number based on the number of employees we have as well as the square footage of our offices. MORE >>