ViewPoint
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.
ViewPoint
MARCH 22, 2018
I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.
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ViewPoint
MARCH 2, 2011
And conversing in ways that generate questions that you have answers to—and connect to your products/services. This is how to generate customer inquiries using social media. But doing these things won’t help your business generate leads and convert sales using social media. Here's a 3 step process that will.
ViewPoint
AUGUST 18, 2015
Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Increased spending on lead generation.
ViewPoint
APRIL 3, 2014
The Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers. They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. That’s our job.
ViewPoint
AUGUST 20, 2015
These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Pipeline management: What process do we have in place to ensure every lead is touched and routed to the next stage of the journey? Where is there too much brush or too many rocks?
ViewPoint
APRIL 28, 2015
When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. What I do believe to be critical is that you recognize where the prospect is in the buying process and move the sale forward from there. Review all information provided. 3) Execution.
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