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

In the old days before the internet, lead generation was a different game. It was primarily done proactively by cold calling, or by sending out a mailing and having responders call in. In both cases it was up to a live sales rep to convert the interest to a lead. When the internet began proliferating ... Read Post

Pioneers Festival is a smarter SXSW event for entrepreneurship and innovative future technologies. Pioneers festival lets you listen to great stories from the well-known entrepreneurs from around the world. Our CEO, Nikolaus Kimla, did his best too. Listen to Nikolaus Kimla and his keynote The New Digital Sales Philosophy for Startups and Salespreneurs: Read Post

“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