It used to be the norm—and in some quarters it still happens—that the sales force generated its own leads. But today it is far more common to leave sales reps doing what they do best: closing sales. The job of lead generation is left to Marketing. As anyone informed will tell you, leads is a ... Read Post

It used to be that businesses owners—especially in those businesses that were sales-centric—would sweat the holidays. While it was mandatory that they paid their employees, those employees weren’t in the office and leads and sales were not being made. Money was being spent but none was coming in; not really a viable proposition. But today ... Read Post

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 ... Read Post

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 ... Read Post

The subject of “what constitutes a lead” is often the subject of heated debate between a sales force and a marketing department. Marketing is generating leads and sending them over to sales reps; the sales reps are firing back comments such as, “You call these leads? These guys were barely interested!” Today astute companies not ... Read Post

If you want to achieve your sales targets, you need to have a strategy and tactics in place to generate more leads and close more deals. In short there will be steps to sales that you need to take. Your sales pipeline is a critical tool that can help you measure and manage your performance against these ... Read Post

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 ... Read Post

In today’s digital business environment, your website is the most crucial component of converting marketing efforts to leads—i.e. lead generation. The vast majority of potential prospects interested in your product or service arrive at your website; hence your website must be totally geared toward turning those prospects into leads. Once you have conducted all the ... Read Post