SBI Growth

NOVEMBER 15, 2012

For your CEO, results equal leads that generate new business. For your sales force, results equal leads that are ready to buy. Without all four elements of Lead Generation, you won’t produce the expected results. We were discussing her goals & challenges heading into 2013. Lead Development Rep.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

Sales Training Connection

OCTOBER 30, 2013

So let’s not make the problem worse by spending the sales time available pursuing bad business. One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Getting lead qualification right requires a laser like focus on two issues – funding and fit.

Lead Qualification 112

Lead Qualification Scale Lead Rank Lead Scoring 112

SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. In 2013, the number has grown to 65%.

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. BANT is dead in most complex B2B sales. Jonathan Farrington (Top Sales World). Anthony Iannarino (The Sales Blog). BANT isn’t BUNK.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Sales Training Connection

DECEMBER 13, 2013

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. These rooms may still be around but inside sales has undergone a dramatic shift in the last several years. Instructional Methodology.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales Training Connection

NOVEMBER 20, 2013

Business problems are complex – and so is crafting and executing effective sales solutions to solve them. In a transactional sales market there may be one best solution – that is not the case in major accounts. This is a critical and frequent mistake made by sales reps. ©2013 Sales Momentum, LLC.

Account 116

Account Scale Lead Qualification Training 116

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Myth #1: Sales is a Numbers Game. Sales is not a numbers game.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139