Generating quality leads is – according to some very sensible sources- the #1 priority for marketing and with priorities come expenses! So just how much of your lead generation expense is being tossed out the window when your painfully generated leads don’t get timely follow up? When research shows that 35-50% of the sales go …
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 …
Expectations – A Painful Wake-Up in a Tough Market Read More »
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 …
Lead Generation – A 2012 Report from the Bridge Group Read More »
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 …
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 …
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 …
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 …
If you have a sales background, I hope that every time you read yet another report about how business buyers have already made up their mind about what to buy before they’re willing to engage with a sales rep, it makes you cringe. It does that to me. On the most obvious level, it’s true. …
What is the best way to determine the current value of a lead? Well, you can review the information that they have elected to download over a period of time and determine whether or not they are moving in a pattern that has been predetermined to indicate growing interest. You could check into how many …
