Leads

Lead Generation, Nurturing, Scoring and Management

Expectations – A Painful Wake-Up in a Tough Market

Managing a potential customers expectations is only important if you want to make more than a single sale. Buyers beware. The company that promises more than you have a reasonable right to expect might not be looking at anything more than this month’s revenue. The biggest problem with managing expectations with integrity is that it …

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Lead Generation – A 2012 Report from the Bridge Group

I love reports on B2B lead generation and particulary those from the Bridge Group who manage to look at lead generation from both the marketing side and the sales side – and that seems to be rare lately. I’ve been away and didn’t get through all my emails yesterday, which means that usually I do …

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2014 B2B Lead Generation Trends from MarketingProfs

According to a recently released Infographic from MarketingProfs, Inside Sales, immediately followed by; Executive Events, Telemarketing and Tradeshows are the four most effective ways to generate B2B Sales Leads. In spite of the buzz around inbound and social, the old tricks are not old hat. According to MarketingProfs ..“figuring out the most effective methods for …

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Website Leads and Your Inside Sales Team

How quickly do your inside sales team follow up on web leads?  I’ll bet that the answer is “Not fast enough”.  According to the B2B Buyer Behavior Report, from Software Advice your chance of qualifying a lead is 29% better if you call within 5 seconds rather than lounging around for 5 minutes before making …

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The Definitive Guide to Lead Generation

I think you need to be living under a rock not to be familiar with Marketo and so I expect a great number of people will be delighted to hear that they have just released their Definitive Guide to Lead Generation. I haven’t read the entire report yet. At a hefty 160 pages that might …

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Sales Prospecting and Quality Leads

If there was ever a good reason for marketing and sales to drop the walls and find new and better ways to work together, the priority the market has placed on generating high quality leads would be it. In some companies it’s possible that sales is completely out the lead generation (better known in sales circles …

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Go Away – I’ve Never Heard of You

Cold call – definition for this post  -“I’ve never heard of you or your company.  I have no idea what you do, why I should value it or why I should listen to you now or talk to you later” Now, that’s cold. I’ve made thousands of calls just like that and they used to …

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Marketing+Sales=Better Lead Prospecting

Marketing calls it lead generation, sales calls it prospecting.  If we call it “lead prospecting” and I promise that you can do a better job,can we agree to work together? Because I have no doubt that combining the strengths of the two teams will: Drive more leads into the revenue funnel Improve the quality of …

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Want Renewals? Step 2- Customer Nurturing – Think Negative Churn

It would be nice to believe that your customers are loyal; that their relationship with you is valued, and they will give you a chance to respond to any claims or promises made by your competitors. Yes, it would be nice to believe that but not too bright.  Even though you can assume that a …

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Renewal Revenue Goals Need a Communications Plan

As more companies take advantage of new online business opportunities and models, the importance of a segmented communications program to support contract renewals is more critical than ever.  With some companies, maintenance agreement and support contract renewals are almost treated as an afterthought, but that is changing. There is simply too much money at stake. …

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