Desperate and Fearful: Need Pipeline – Want Sales Lead Generation
APRIL 14, 2017
Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.
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?”. The responsibility for addressing prospects’ needs remains a major part of the sales job. Lead Management Sales Leads
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.
Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
APRIL 6, 2017
Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation
Sales Lead Management Leads to the Most Efficient Media Buy
FEBRUARY 18, 2015
They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce.
The top 10 tricks for sales lead generation
APRIL 9, 2014
Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.
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. Jake finally admitted: Sales lead follow-up will yield greater sales.
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 […].
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
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. The single leading source of traffic for most b2b websites remains organic search.
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. They simply don’t know how to follow-up a lead.
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.”.
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. pay-per-lead or pay-per-appointment).
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.
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.
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.
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. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.
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.
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.
The Very First Step To Take For Better Quality B2B Sales Leads
The Forward Observer
JUNE 30, 2015
Sure, you're generating sales leads, but are they good leads? Here's how to step up your lead quality. The same kind of logic, applies to generating better quality B2B sales leads. To begin to generate quality leads, get sales and marketing in the same room.
Andy Rooney on Sales Leads
NOVEMBER 10, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. ” How did Andy know so much about sales, marketing and sales leads? I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up.
Using Website Visitor Tracking Over Time to Build More Sales Leads
NOVEMBER 12, 2015
All businesses want the strongest leads possible. After all, the stronger your leads, the more conversions you have, and the better your bottom line. While you cannot exactly create strong leads from thin air, there are some things you can do to grow stronger sales leads over time.
The top 50 in sales lead management: Who do you pick to be on the 2012 list?
Sales Lead Insights
NOVEMBER 29, 2012
Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th!
All Real Salespeople Love Sales Leads (but there is a tiny caveat)
JUNE 18, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads.
Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs
JANUARY 4, 2017
All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs.
Please Don’t Let Your Sales Reps Nurture Leads
OCTOBER 8, 2015
Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). I’m also a perfect candidate for lead nurturing.
50 Most Influential People in Sales Lead Management: 2011 Winners announced
Sales Lead Insights
DECEMBER 5, 2011
The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. B2B sales leads News Sales lead management
Why Sales Leads are an Asset With a Declining Value…for Some
JANUARY 22, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Salespeople often complain about receiving enough new leads, but are short on answers about the leads you gave them, now aging and becoming potentially less valuable. Cindy is the sales manager. She presented the results first to the sales manager, then to the management team.
B2B Lead Generation Blog: New Cartoon Series Depicts "Sales Lead Hell"
B2B Lead Generation Blog
SEPTEMBER 20, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 a new cartoon series by MarketingSherpa called "Sales Lead Hell."
A Simple 2-Step Technique for Improving Lead Follow Up
JULY 14, 2015
In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.
Who Can Use More B2B Sales Leads?
Great B2B Marketing
SEPTEMBER 7, 2011
I’ve had several posts recently about where and how to find fresh sales leads. Leads are the lifeblood of many B2B organizations and if you ask the VP of sales what he or she most covets, it is often a variation on the theme, “lots of qualified leads.”
A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation
OCTOBER 16, 2013
Monique Torres: We know that lead generation and qualification continues to be a number-one concern for all marketers, regardless of the size of their company or the industry they’re in. MT: Tell me a little more about how marketing automation helps with those leads.
8 Ways to Motivate Salespeople to Follow Up Inquiries
NOVEMBER 17, 2014
Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them.
3 Ways to Improve the Quality of Your Sales Leads
Modern B2B Marketing
MAY 17, 2011
by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Fine-tune your lead scoring system. Commit to lead nurturing.
Dear CEO: The Era of Accountability Starts in 2017
NOVEMBER 29, 2016
While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota.
Steal This Technique for Your Next Sales Email
JANUARY 9, 2015
I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.
Stunning Study Reveals How to Increase Sales by 29-49%
DECEMBER 17, 2014
Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads