ANNUITAS
NOVEMBER 15, 2021
We used to have 12 people acting as large account managers, with the rest focused on inside sales. Now more than ever, trust is important in the buying process as prospects continue to carefully consider purchases. But sellers have been challenged to build trust through relationships. I will be floored if we ever go back to 50% travel.
ViewPoint
FEBRUARY 23, 2018
Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified. What’s it take to generate a volume of real leads, the ones you really need?
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Velocity Partners
FEBRUARY 20, 2024
Perhaps it’s the lingering disillusionment with data-driven marketing, once celebrated as the most groundbreaking trend since I started my journey in B2B marketing 15 years ago but now facing scrutiny ( ”Why are my leads not converting ?!” John’s views struck a chord with me. Things are about to get real. Meaning, Metrics and Mojo.
The Point
SEPTEMBER 4, 2012
Where Daniel lost me completely, however, is in his opening paragraph: “Friction on your lead generation landing pages is bad, because it reduces conversions. First, if your sales force is unable to follow up with all the leads you’re generating for them, the solution is NOT (I would argue) to generate fewer leads.
PureB2B
AUGUST 19, 2018
It’s said that it takes around 84 days to convert a lead into an opportunity, and another 18 days to turn it into a deal—all of which may only have a 6% success rate regardless of how long you’ve worked on it. Nurture Your Leads. These are the leads who need nurturing before being passed off to sales. Automate Where Possible.
PureB2B
AUGUST 19, 2018
It’s said that it takes around 84 days to convert a lead into an opportunity, and another 18 days to turn it into a deal—all of which may only have a 6% success rate regardless of how long you’ve worked on it. Nurture Your Leads. These are the leads who need nurturing before being passed off to sales. Automate Where Possible.
Anything Goes Marketing
OCTOBER 20, 2009
I remember reading it years ago and recalling how it guided some of my career choices as well my management style. There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing.
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