March 23, 2014 at 6:45 AM
Most sales professionals have relied for too long on Marketing to provide leads. In addition they complain the leads are unqualified and a waste of time. The irony is that most sales professionals are not producing their own opportunities. All you have to do is open CRM and pull up the pipeline dashboard. Inspect how many opportunities exist in the pipeline. Sales Managers, there is a way to teach reps to get better leads.
May 23, 2013 at 7:00 AM
Have you ever heard, “send us better leads” from the sales force? Or have you wondered why the sales force ignores your leads? If you ever find yourself in this situation, it’s time for a quick diagnosis.
A quick diagnosis can identify common mistakes between lead generation and field sales teams. Here are common indicators for mistakes in your diagnosis.
December 29, 2012 at 7:00 AM
December 3, 2012 at 7:00 AM
World Class Lead Generation. Every marketing leader wants it. Not every marketing leader has it. Why not?
November 25, 2012 at 7:00 AM
October 10, 2012 at 7:00 AM
Not surprisingly, after surveying hundreds of marketing leaders, generating quality leads was hands-down their number one goal in 2013. Unfortunately, after interviewing many of them I found that most struggled with how to accomplish their top priority.
October 1, 2012 at 7:01 AM
There is an evolving marketing tactic called ‘Remarketing’ that your marketing team should embrace. The tactic is proven to increase the conversion from visitor to lead.
In a perfect online lead generation model, your website visitors find your website and immediately complete a form fill to become a lead. In reality, you will lose most visitors who invest time on your website. Those prospects will spend time reviewing your content, then leave to compare your products/services with those of your competitor. A world class marketer today leverages remarketing to recapture those prospective leads. This gives you the capability to nurture them back, to convert them with a new compelling offer.