SBI Growth

NOVEMBER 15, 2012

We were discussing her goals & challenges heading into 2013. I asked Sue to walk me through how leads are handled today. She also realized she didn’t have a dedicated resource to nurture leads that aren’t sales ready. She equated phone or email prospecting to lead development. ROI came up. Think of that.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.). Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Pointclear

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Think: lead nurturing. More buyers self-educate long before they contact a prospective seller.". I would add timing back to the list. Build on it."

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

SBI

JANUARY 29, 2014

If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process. This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Myth #2: Digital Body Language is the Holy Grail for Lead Qualification.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Troops

AUGUST 7, 2018

From 2011 to 2013, he spent time in both the Arizona Diamondbacks and San Francisco Giants farm systems and had, as he put it, “a cup of coffee” at the AAA level. Not just one sales team, but a bunch of them: Sales Development: global inbound lead qualification. Today, Andrew oversees multiple sales teams at Square.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

Score More Sales

SEPTEMBER 22, 2013

Always be prospecting. Steve Richard of Vorsight discussed the prospect universe, showing a great chart with 28 million firms on it. Ralph Barsi of InsideView gave a great presentation 7 Sales Tips for Prospecting. Trish Bertuzzi moderated as we debated sales onboarding / training, lead qualification, and about closing deals.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217