Sales

Increase new and repeat sales. Cold calling, follow ups and the benefits of regular sales contacts

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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Boost Your Sales Ratios

I’ve had to cold call through too many recessions not to recognize that while it might be irreplaceable, it’s terribly inefficient. I resent how it wastes my precious time and I suspect that anyone who shares at least part of the responsibility to generate their own leads knows exactly how I feel. I’m calling into …

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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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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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Want Renewals? Step 4 – The Close

Yes! You Need to Close. You’ve done all you can to provide the best possible customer experience.  You have a terrific customer success team and you regularly communicate with all of your customers to offer help and suggestions – without being too sales or spammy. Throughout the year, you’ve kept your customer success and your …

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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 3- The Decision: Ask Early and Often

Is putting added emphasis on pushing customers early and often for a decision to renew is worth the effort? According to a 2011 report from Morgan Stanley, on average, for the technology sector, 30-40% of the revenue and about 50% of the profits are driven by recurring revenue. For those exclusively focused on web-based software …

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