Lead generation is a major factor in any B2B enterprise. Leads become opportunities, which become customers, which (if handled right) become repeat customers and referrers. Inbound and Outbound Leads fall under 2 major categories—inbound and outbound. Inbound leads are those caused by sources outside your company, such as blogs, referring websites, 3rd-party mentions, social media ...
There is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. How to converse with prospects: asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. ...
Smart sales organizations know how important it is to invest in their frontline managers. Skilled sales managers are at the heart of the sales team. With our 2015 Sales Manager Survey, we set out to understand how companies go about building skilled leadership. What are the priorities for skill development and support? What we discovered ...
Other than a few books on tape (wow that makes me sounds old) and a few random seminars, I have never formally been trained in sales. I have a marketing degree, but, and this might be surprising to some of you, it required a grand total of one class on the sales game. That said, ...
Are you still asking prospects, “What keeps you up at night?” That kind of question is making you look out of touch and may also signal to your prospect that you are totally uninformed about their world, their business, and your place in their ecosystem. Nowadays, it’s crucially important to show potential clients that you ...
Casey Stengel, the baseball legend, said it best, “You look up and down the bench and you have to say to yourself, can’t anybody here play this game?” I wonder about it when it comes to a marketing team’s willingness and ability to prove the ROI for their lead generation programs. Can anyone play the ...
The B2B buying process is shifting, and as a result, selling as we know it has shifted, too. Until lately, salespeople had a lot of control. Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. Sales management provided oversight, bridged with ...
Customer engagement is not about sending out the most emails in one day. Productivity is important, but overload may lead recipients to “emotionally unsubscribe.” As a sales pro, you have lots of reasons to become accustomed to thinking about ways you can optimize customer engagement. Accountability is the new sales buzzword. Only about half of ...
