“Inbound leads” is a very generalized term meaning those sales leads that make their way “in” to your company (hence the term). It can be a good thing; it means somebody somewhere became interested in your product or service and inquired about it. Many companies fail to take the time to precisely analyze inbound leads ... Read Post

Having a consistent stream of leads coming in is as important to a company as its revenue, for in the end there won’t be any revenue if lead generation—inbound or outbound—isn’t happening. Some companies (relatively few these days) only cold-call for leads—but most are always seeking additional ways to reach their prospective customers and cause them ... Read Post

Managing and building strong customer relationships is key to acquiring and retaining customers for any business. Read this case study made by Baylor Business Collaboratory to learn more: Read Post

Without a constant stream of fresh leads, you’re going to struggle to hit your sales targets this year. So how can you attract enough new enquiries to your business to ensure your sales teams have enough opportunities to follow up? Well, you can start by avoiding these 12 deadly lead generation mistakes… Read Post

A very popular movie amongst salespeople is the 1992 film Glengarry Glen Ross, a tightly dramatic examination of several veteran salespeople struggling to keep their jobs. One chord is struck with any salesperson who’s ever seen this film: It’s all about the sales leads. A generous portion of the story is wrapped around these sales ... Read Post

Looking for a new CRM system for your company? Define your terms first! If you would argue with me, first define your terms! This famous challenge was first made by French philosopher Voltaire way back in the seventeenth century, yet it finds complete applicability today—especially when it comes to the specification and selection of sales ... Read Post

Sales reps often complain that traditional, cumbersome CRM systems benefit sales management, not the sales force. What the reps can’t see—simply because they are not there—is that sales management is suffering because of these CRM systems also. Due to sheer numbers of personnel, transactions and demands, a sales manager’s job can be seriously complex and ... Read Post

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 ... Read Post