I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews are a great starting point for the process, a good pipeline review helps identify and isolate potential challenges as well as the performance leverage points. The client was a very […]
Lead Generation
Find Gold with Forgotten Leads
What do you pay for a lead these days? I don’t know about you, but it seems my lead costs are going Up and Up and Up… Depending on the business you might pay anywhere from $0.50 to $20 for a lead. And if you want actual buyers of your products and services, your costs […]
How to Track Sales Calls and Increase Conversions
Whether you have an established business or a growing one, sales calls are an essential part of your success. According to a Bright Local survey, 60 percent of customers still prefer to call businesses as part of their online search. However, to translate calls from prospects to sales, you’ll need to track them. Unfortunately, many […]
Find Gold with Forgotten Leads
What do you pay for a lead these days? I don’t know about you, but it seems my lead costs are going Up and Up and Up… Depending on the business you might pay anywhere from $0.50 to $20 for a lead. And if you want actual buyers of your products and services, your costs […]
What You Need to Know About LinkedIn Lead Gen Campaigns
Are you looking for a new and easy way to gather leads? Looking to promote some kickass content and gather leads while you promote it? Look no further than LinkedIn’s lead gen forms. Lead gen forms come pre-filled with LinkedIn profile data, letting members send you their professional info with just a couple of clicks. The advantage […]
How to Qualify Leads at Expos
Fairs and expos will bring you an unlimited supply of leads when you learn how to qualify leads! Your time is valuable! When you use this technique to qualify leads at the event, your time finding fairs and expos, setting them up and working them will be well-spent as you will bring home quality leads! […]
Who Generates the Leads: Marketing or Sales?
CSO Insights, the research division of Miller Heiman Group, the world leader in improving sales performance through research, training, and technology, today announced the official release of its “2018-2019 Sales Performance Report.” The study, based on a global survey of nearly 900 global sales leaders, looks at the four primary objectives driving performance improvement efforts […]
Stop Chasing Customers You Can’t Help!
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious: “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need […]
5 Ways to Get More Calls from Google My Business
If you want to get more calls, Google My Business is a great place to look. Google makes it easy to call local businesses People searching for local searches are often primed to take action But none of this guarantees that they will call you. So what can you do to get more calls from […]
4 Ways a Poor Lead Scoring Model Will Ruin Your Business
A young man I know from New England recently launched his own modular home business. He struggled to grow his company for the first few months, but eventually he started getting his bearings. He said that the mistake he made early on was focusing on the wrong leads. Finding the right leads is one of […]
