Writing on the Web
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Marketing Automation and Lead Management. They don't.".
More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
JANUARY 14, 2014
In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. Apparently it’s no more complicated than reaching leads almost immediately upon their expressing interest.
How much should you pay for a sales lead?
OCTOBER 28, 2015
When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign. Then, estimate the costs associated with qualifying a lead. Lead qualification rate. Lead conversion rate.
How to Turn Sales Leads into Revenue, Not Just Work
FEBRUARY 16, 2016
These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. It is unrealistic, even for the aforementioned companies, to think that sales can close every opportunity they receive. By doing this effectively, marketing can greatly increase their revenue contribution and enhance sales’ ability to close.
Sales Lead Management Leads to a Lower Cost of Sales
APRIL 7, 2015
“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio. Lead Management
Rebuilding a sales lead generation business after a crisis
FEBRUARY 24, 2013
My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job. High salary. Big responsibilities.
How to Create Content Maps That Actually Work in Sales Lead Generation
JULY 26, 2013
Content is critical in B2B sales lead generation. And I’m pleased to announce that Find New Customers now offers a Buyer Persona Service to craft best practices buyer persona programs for you – which feed highly effective marketing campaigns and sales enablement. How to Create Content Maps That Actually Work in B2B Demand Generation. Movement is critical!).
Matching Wits with a Sales Lead Guru on Live Radio
Great B2B Marketing
JANUARY 31, 2017
Lead-to-Revenue lead-to-revenueHave you listened to what your peers (and bosses) say is keeping them up at night? We did. Today my […].
A TweetChart Analysis of our Keyword “Sales Lead Generation”
APRIL 27, 2013
Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Self Education Find New Customers lead-generation management-best-practices sales lead generation
Doubling Down on the Blog SEO Strategy. Sales Lead Generation becomes key.
APRIL 5, 2013
Buffer At the start of 2013, the sales lead generation company Find New Customers made a MAJOR investment in this blog. ” Case in point, one of the keywords we selected is “sales lead generation.” ” So we designed a cornerstone thought leadership page around sales lead generation.(click Sales Lead Generation becomes key.
Marketing Made Simple TV now features “marketing qualified sales leads” a.k.a. sales leads
JUNE 25, 2013
The New and Greatly Improved Marketing Made Simple TV show now delivers marketing qualified leads (sales leads) for you. More than just a great video with a Call to Action and syndication, Marketing Made Simple delivers marketing qualified leads to you. sales leads). and all of the leads then get pushed back into your marketing automation/CRM systems.
How to build a Sales Lead Funnel
Direct Response Coach
NOVEMBER 5, 2014
The post How to build a Sales Lead Funnel appeared first on McCarthy and King Marketing. Copywriting Direct Mail Direct Marketing Email Marketing General Lead Generation Lead Nurturing Online Advertising Print Advertising Survey Marketing Web Marketing As marketers, most of us spend a lot of time worrying about of the “front end” of our marketing efforts.
Need More B2B Sales Leads? Ignore This Research
NOVEMBER 6, 2013
According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. A study from Siriius Decisions found that b2b buyers are typically 70% of the way through their purchase process before they contact a vendor’s sales team.
B2B Sales Lead Generation Marketing Trends – by Holger Schultz
FEBRUARY 27, 2013
H ere are the top 5 Take-Aways from this study of sales lead generation. Generating quality sales leads. The most effective sales lead generation tactic used. The greatest barrier to sales lead generation success. Cost per lead, revenue, and lead volume. Buffer. The number one problem for BtoB companies. Marketing
Passing Sales Leads: Not As Easy As You Think.
Sales Prospecting Perspectives
JULY 21, 2011
OK, you just got a great lead from your marketing team, now what? Over the past 20+ years in sales, the number one complaint I have heard among sales people as well as sales managers is, “If I just had a few more leads I would be able to get to that next level.” Seems like a no brain-er, less work, the Glen Gary leads right? Not really.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales ProcessPeriod. Reheat.
Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.
DECEMBER 16, 2013
In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”. By way of context, I happen to work for a B2B marketing agency that helps clients generate, nurture, and convert sales leads.
7 Keys to Lead Scoring Success in Sales Lead Generation
AUGUST 9, 2013
Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads. With lead scoring.
Pruning my list of contacts from my sales lead generation company
APRIL 13, 2013
These include New York Times best-selling authors ( Daniel Pink ), leading authors like Guy Kawasaki , social media experts like Scott Monty of Ford, great people like Jeffrey Hayzlett and Ted Rubin and the wonderful men Chris Brogan and Scott Stratten of Unmarketing. The post Pruning my list of contacts from my sales lead generation company appeared first on Fearless Competitor.
Where to Find B2B Sales Leads
Great B2B Marketing
JULY 26, 2011
The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. A well-crafted lead plan will allow you to get the bulk of your leads from old reliable programs while you set aside 5-10 percent of the budget to test new sources. Over the next three weeks I’ll give you a couple of dozen lead generation sources to consider. pay-per-lead or pay-per-appointment).
Happy Birthday, sales lead generation company Find New Customers – belatedly
MARCH 1, 2013
Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation - all of which can be found at www.findnewcustomers.com. Companies struggling to create enough quality leads to fill sales pipelines.
The Sorry State of Sales Leads Today
MARCH 16, 2011
points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot? “The leads marketing gives me are crap and the few that might fit have the wrong people identified. Sales Reps should view leads as arrows pointing to potential opportunity. Quality leads matter.
How to Nurture Sales Leads
JULY 13, 2011
B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.
Summary of this week’s posts from the sales lead generation company Find New Customers
MARCH 9, 2013
Buffer Here is the summary of the posts from this week from the sales lead generation company Find New Customers. Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers. Sales lead generation works a lot better. If you missed any this week, it’s a good chance to catch up. Please stop talking. And start listening.
B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”
The Forward Observer
JULY 16, 2015
Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. If I could wave a magic wand for a B2B salesperson and grant a wish , many would ask to spend their days closing inbound sales qualified leads. An example would be one of my prospects whose company has declining sales.
3 Recommendations in Sales Lead Generation from Carlos Hildago of The Annuitas Group
APRIL 6, 2013
Buffer Sales lead generation - 3 Recommendations from Carlos Hildago. The three things Carlos recommends to someone getting started with lead management include: Conduct an audit. Go though your sales lead management steps and determine where you are with you data, lead planning, metrics, etc. Figure out (with sales ) the definitions of each buying cycle.
Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.
Sales Lead Insights
OCTOBER 5, 2011
Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management. News Sales lead managementWhy not nominate your candidate now?
Which Comes First: Lead Nurturing or Inside Sales?
NOVEMBER 22, 2016
For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. The post Which Comes First: Lead Nurturing or Inside Sales?
7 Keys to Lead Scoring Success – for your sales lead generation programs
JUNE 12, 2013
7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. Lead scoring is the concept of assigning values to behaviors. 7 Keys to B2B Lead Scoring Success. Marketing Find New Customers lead-generation lead-scoring
When Should You Dismiss a Sales Lead?
FEBRUARY 27, 2017
You then meet two types of sales leads: the qualified and the non-qualified. The next step is pretty simple when it comes to marketing qualified leads , you either nurture them or try to close them. But, what about unqualified leads? To be perfectly blunt, if pursuing a non-qualified lead means ending up risking more than what you can gain, then it’s probably a wise decision to walk away from that particular prospect. Signs a Lead Isn’t Worth Pursuing. Effective targeting is key to optimizing your lead generation process. Express Gratitude.
How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
MAY 4, 2011
B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results. More quality sales opportunities leads to more sales which leads to higher revenue and market share.
Sales Lead Generation: The Hub and Spoke Marketing Approach
JULY 22, 2012
This Slideshare presentation, with audio (IMHO – a best practice) shares a recommended approach to marketing campaigns by Jeff Ogden of the sales lead generation company Find New Customers. (By Nurturing and Scoring Leads. You can score behaviors and qualify leads, passing to Sales (If they told the inside salespeople they were ready.) Sales either closes the deal or kicks it back to nurturing. Marketing content marketing lead-generation lead-nurturing lead-scoring management-best-practices marketing-campaigns sales-challenges
My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
Modern B2B Marketing
MARCH 9, 2011
by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team. Put simply, SDRs pass the baton from marketing to sales.
MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads
MAY 30, 2012
If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology. Here’s how the campaign worked: 1. Typically an ad campaign succeeds when it generates a single response.
How to Get More Sales Leads – SalesOpTV with marketing experts @eriklurs, @iannarino, @fearlesscomp and @gerhard20
MAY 14, 2013
In this fun and engaging video show, four sales and marketing experts share their best ideas for. Generating Sales Leads. Lead Nurturing. Improving leads with social and business intelligence. Qualifying leads and lead scoring. Lead distribution. Marketing automation. What do you think? Sign up for free bi-weekly marketing tips here.
Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers
MARCH 4, 2013
This is one of my favorite posts – teasing my own sales lead generation company. We present our Top 10 List – Ten reasons NOT to contact the sales lead generation company Find New Customers. Jeff Ogden, President of the sales lead generation company Find New Customers shares a witty look at 10 reasons NOT to talk to Find New Customers.
Summary of this week’s posts from the sales lead generation company Find New Customers
MARCH 16, 2013
The Importance of Lead Nurturing (Radio Show) in sales lead generation programs. This blog is provided by the sales lead generation company Find New Customers. Author : Buffer, Inc Website : [link] --> The post Summary of this week’s posts from the sales lead generation company Find New Customers appeared first on Fearless Competitor.