| | | Sales Challenger | |  Lead Generation | 11 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER APRIL 24, 2012  Using Social Networks to Become a Trusted Advisor Similarly, average performers see lead generation as Marketing’s job. They wait for a lead to be handed over or for their territory to be assigned and then they use their scorecard to pick the best opportunities to pursue. But high performers view lead gen as THEIR job. These reps don’t wait until the lead comes in because they know that’s too late. | SALES CHALLENGER FEBRUARY 20, 2012  Marketing Automation: What It Means for Sales Marketing automation refers to the use of technology to automate marketing tasks, such as lead tracking or scoring, and to distribute content to prospects based on their actions. The goal of IMA is to enable marketing to help provide sales more qualified leads. If you rarely collaborate with your current marketing team, IMA may lead to more stress and anxiety than qualified prospects. | | | | | |
| SALES CHALLENGER DECEMBER 7, 2011  10 Trends Every Sales Exec Must Know For 2012 In 2011, the SEC had thousands of interactions with sales executives around the globe, dozens of conferences, we also examined hundreds of thousands data points, and we ended the year with a series of intimate roundtable discussions with leading CSOs. Leading sales organizations will find ways to shape customer demand. We hope you’ll read this and share this. So what did we miss? | SALES CHALLENGER MARCH 12, 2013  How Not to Lose a Lead A successful sale often starts with a well-qualified lead. What’s equally important is the salesperson that nurtures and closes that lead. Because, we all know even a well-qualified lead in the hands of a salesperson that cannot engage the customer is as good as no lead. This has implications for lead assignment as well. You can use it to better manage your leads. | SALES CHALLENGER APRIL 11, 2012  Social Media- The Future of Sales? LinkedIn generates 277% more conversions than other social media channels. Only 47% of B2B sales utilize the tool, almost exclusively for lead generation. “Selling is dead. Long live social media”. This is a claim that has sparked heated debate recently in one LinkedIn sales group. 93% of people have received no training in social media. So what does this mean for you? | SALES CHALLENGER SEPTEMBER 24, 2012  Does Challenger Confuse Marketing with Sales? The job of marketing, the logic goes, is to focus on upstream demand generation and nurturing of leads. The job of sales is to drive those leads through to conversion. From this perspective, a Challenger approach (one based on leading with insights designed to teach customers about new opportunities), sounds more like the job of marketing than sales. | | | | | | | |
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SALES CHALLENGER | MONDAY, APRIL 4, 2011  5 Tips on Lead Gen From a LinkedIn Insider
The community is almost certainly the largest directory of potential B2B buyers in the world, but has its own norms and rules, both formal and informal, that make sourcing leads a somewhat-difficult thing to do in an appropriate way. We got another iteration of the LinkedIn question last week on one of our Discussions forums: Hi all – we’re interested in examples of how folks have used LinkedIn to source and generate sales leads. LinkedIn can be used as an effective resource to both source and generate sales leads. Practical Advice The Buzz Lead Generation MORE >> -
SALES CHALLENGER | MONDAY, SEPTEMBER 17, 2012  Does Challenger Confuse Marketing with Sales?
The job of marketing, the logic goes, is to focus on upstream demand generation and nurturing of leads. The job of sales is to drive those leads through to conversion. From this perspective, a Challenger approach (one based on leading with insights designed to teach customers about new opportunities), sounds more like the job of marketing than sales. . When we look specifically at how average performers engage customers in the market, here’s are the variables that popped in the analysis: Rep believes lead generation is the company’s responsibility. MORE >> -
SALES CHALLENGER | MONDAY, JUNE 13, 2011  Ask For an Introduction, Not a Lead
Somewhat surprisingly, ‘ lead generation’ appeared toward the end of that list, with sales executives ranking it as an even lower priority than their marketing counterparts. Now this may be an indictment on the quality of the leads. The challenge for marketers and account managers is around generating introductions – nobody continues to simply need a list of prospects. This doesn’t just pre-qualify the leads; it also allows management to separate the wheat from the chaff in terms of who actually contributed to a new sale. MORE >> -
SALES CHALLENGER | MONDAY, JULY 30, 2012  Getting in Early: European Perspectives
For example, Morgan Stanley allows 600+ of their advisors to leverage LinkedIn and Twitter to generate leads and re-engage previous clients. This has resulted in a 12X increase in Twitter followers and a 2X increase in page views of seller profiles, culminating in increased lead generation. ( SEC Members : Learn more about IBM’s “social sound bites” and register for our upcoming webinar on this best practice.). “Our customers just don’t call us in anymore!” . 1) Where do your customers learn? 2) To what degree do we leverage social media in sales? MORE >> -
SALES CHALLENGER | MONDAY, JUNE 27, 2011  Crossing the Sales and Marketing Divide
to more tactical questions like “who should own the lead generation process?”. The SEC has studied Sales and Marketing Integration quite a bit over the last few years, and whatever the question, the answer almost always leads back to two things: Ownership and Leadership. That leads me to the second key of Sales and Marketing Integration…. I’ve been getting a lot of questions on Sales and Marketing Integration of late, ranging from highly strategic questions like “how do Sales and Marketing get more aligned?” But you first need to agree on who owns what. MORE >>
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