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A well-defined, carefully measured sales funnel is one of the most powerful tools that an organisation has at its disposal. That’s because if you understand the metrics within your pipeline, you’ll have access to the information you need to create more opportunities, generate more leads (from the right kind of customer) and encourage existing customers ...

The call to action is the most important element of any lead generation activity. It is the part of your email, web page, landing page or other device that causes the reader to act (hence the name). That is, click through to a software download, fill out a contact form for more information, “call us ...

Lead generation used to be quite different than it is today. A company could do some research about potential clients, create some materials, send them out, and count on a certain percentage of leads coming back. When contacting those leads the sales force could have some confidence that the prospects, for the most part, wouldn’t ...

We’ve all been there. A sales forecast is done and a corresponding sales quota set for a quarter or a year. About four-fifths of the way through that sales period everyone realizes that without a few miracles the quota will not be met. In the last few weeks, miracles are indeed brought about—and the sales ...

It used to be that a sales rep making halfway decent numbers had a future. But in today’s highly competitive marketplaces and internet-assisted buying, it takes more than just numbers for a salesperson to truly survive. A topflight sales force must be composed of experts in every area of their craft. Here is the recommended ...

Throughout the years manufacturing has taken efficiency to a fine art. Precision metrics throughout a manufacturing system measure efficiency at every stage, providing real-time feedback with which to accurately gauge quality as well as quantity. Problems can be anticipated long before they happen, materials needs can be constantly satisfied and the process can be consistently ...

Personnel turnover can be rough for any department in a company. When someone departs they often do not leave a complete job description and list of duties behind so that a new person can just come along and take over. Then there is the downtime between the point at which the old employee leaves and ...

When CRM solutions first came on the market, they were much of the time an afterthought. A company and sales force were more or less operating on some kind of established pattern of sales, and the CRM application came in after the fact. CRM did little to nothing to actually enhance business and sales processes—it ...