When Was the Last Time You Were Told the Seller Is King?
Buyer focus is king, with more awareness of just how important the buyer is. Traces of seller-focus may show in poor customer service, but it’s tolerated less.
How to Use Sales Lead Management Week to Boost Your Sales
The Sales Lead Management Association (SLMA) has declared October 10-16 to be Sales Lead Management Week. SLMA helps companies better manage sales leads, giving members access to valuable information on sales leadRead More…
To Phone or Not To Phone, or: A Funny Thing Happened to Me on My Way to an Appointment
Phone-shy when reaching out to a prospect? CEOs get so much email, your email message may be passed over. Ask if voice mail will work. Your phone may open the door.
Lead Generation Outreach Metrics: Why They are Important, How They are Evolving
Today’s lead generation activities include calling, emailing, texting, and more. If you are using and testing the results, shouldn’t these activities be measured?
Lead Generation Remix: Think of the Customer as Prospect
Do you tell your customers about new products and services that may help them? Look at this often untapped source of leads and sales revenue.
10 Point CRM Checklist to Improve Lead Generation and Sales
How well does your CRM system help produce leads and sales? Here is a quick easy checklist to improve your CRM system, and get better information when you need it.
Lead Generation Process: How to Balance Pros and Cons
Lead generation processes have an upside and a downside. Systems provide direction, consistency and predictable outcomes. But they can be constraining. Avoid problems with these guidelines.
The Product Demo: Still the Crutch in Sales
The sales and marketing world is becoming so interesting to me. Every day we hear and read that the world of sales has been in a shambles and there are new andRead More…
4 Keys to Develop Solid Lead Definitions
Getting quality sales leads doesn’t happen without a clear definition of a lead in mind. You may think that the ability of sales and marketing to define solid lead definitions and ratingsRead More…
Lead Generation: More than One Way to Produce Quality Sales Leads
There’s more than one way to skin a cat. Don’t put all your eggs in one basket. These are clichés you’ve heard before, but can they apply to generating business leads? IRead More…