PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue


An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. He has decades of experience as a marketing communications manager, marketing manager, and sales manager.

Demand Generation Strategies & Lead Management Processes First


Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

7 Ways to Improve Your Lead Management Process


The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle.

The Best Sales Management Software of 2019

Hubspot Sales

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. Free Sales Management Software. Sales Management

The 16 Best Client Management Software Tools in 2019

Hubspot Sales

For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers. That's why CRM software is important for your sales team.

How sales automation software separates the amateurs from the pros


These can be things like: Logging activities and updating lead records in a CRM. Looking up prospects’ phone numbers before a call and writing up call notes afterwards. For sales managers, common non-selling activities could include things like assigning leads to their reps or training new reps on the team’s sales process. InsideSales defined “selling” as prospecting, external customer-facing meetings, and following up with clients.

To Manage Sales You Must Manage Sales Leads


“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. But the actual, final management of the prospect is square in the lap of the individual salesperson.

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Four Tips to Tune Your Sales Process in 2013


The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. A disciplined lead management process by your inside sales team can make all the difference.

Winning contact strategies used by high-performing inside sales teams


But how quickly should sales follow-up? The research shows that speed-to-call is the single largest driver of lead conversion, but also important is striking the right balance when it comes to the volume and frequency of both calls and emails.

Non-business hour sales leads are more valuable


Leads360 recently published a new study, the Ultimate Contact Strategy, highlighting the importance of sales lead follow-up including prompt response, appropriate persistence, and optimal timing between attempts for both phone and email communication.

How Hosting Contests on Your Twitter Feed can Improve Sales

The Pipeline

In particular, hosting contests on your Twitter feed can increase your sales, not only in the short-term but also by promoting relationships with customers and generating leads. Follow Up with Exclusive Offers. Generate Leads.

What Should the Sales Close Rate Be?


I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately.

Solving The E-Mail Black Hole

The Pipeline

For salespeople, this creates “prospect paralysis” because they don’t know whether to follow up and, if so, when and how. To solve this problem, ContactMonkey ’s developers created the software, which was recently launched. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Sales Tech Game Changers: @VanillaSoft – How to Dramatically Speed Up Sales Productivity

Smart Selling Tools

Darryl: VanillaSoft provides a sales engagement platform that enables sales development teams to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. This dramatically speeds up sales productivity.

31+ Flavors of CRM – Got B2C Sales CRM?


There are so many flavors of CRM from social CRM, sales CRM, call-centric CRM, lead management CRM, marketing CRM and the list goes on and on, tailored by vertical, B2C, B2B, and more. Automatic rules-based lead distribution. By Alyssa Trenkamp.

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Get Emojinal…Because Your Customers Are!


You’ll either end up with a closed deal or a new connection that could bring you referral business. Sometimes it can be tough to sum up our thoughts and feelings into words, let alone doing it concisely and in a few sentences. In Get Emojinal!

Moving mortgage sales from chaos to cohesion


A dozen or so balls roll around a ring, and your job is to hit a lever that opens your hippo’s mouth and try to gobble up as much of the “hippo food” as quickly as possible. With mortgage loan origination software, lenders can process loans with increasing efficiency and speed.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


They’re knowledgeable about leading and leading-edge sales technologies. They value pipeline management technology and use it extensively. The three most used technologies, aside from CRM, were lead distribution and call management, email tracking, and marketing automation.

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How High-Growth Companies Buy Leads


Leads are expensive! Naturally, companies only want to invest in lead generation channels that yield higher returns. With some companies struggling to see value in purchased leads, this begs the question: Should they continue to buy leads or just cut them altogether?

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Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The goat isn’t the CRM system; it’s the person who set it up, probably long gone. Marketing: lead generation.

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Avoiding Cascading Zipper Failures between Marketing and Sales


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. When this happens, nearby nodes must then take up the slack for the failed component. In structures, some load-bearing components are subject to the “zipper effect,” where the failure of one component increases the load on other components and leads to partial or complete failure.

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The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult.

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All Real Salespeople Love Sales Leads (but there is a tiny caveat)


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads.

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Wanna Win? Jump Up the Lead Quantity and Add Nurturing!


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. Instead of getting 25 inquiries and not following up 15 of them, your salespeople will be fed 8-10 qualified leads.

Inside Sales Power Tip 113 – Energy

Score More Sales

Too much is when someone sounds hyped up on more caffeine than a human should be allowed. It comes through when you follow-up, and when you summarize the conversation – sending them notes in an email after talking. Lucy works for a software-as-a-service company.

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“Tell Me Who Your Friends Are and I'll Tell You Who You Are."


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing. You see, managing sales leads involves a system, not one function. Parts—sales inquiries, leads, software, and fulfillment.In

Outbound sales CRM: What it is and which is best for your team


The best thing modern sales teams can use to generate revenue is customer relationship management (CRM) software. Outbound sales CRM software: a must-have sales team tool. ? 8 benefits of using outbound software. ? Outbound sales CRM software: A must-have sales team tool.

The 7 best CRMs for non-profits


Managing a non-profit requires a formalized system of retaining donors, volunteers, beneficiaries, and board members, and building relationships with them so your organization can reach its goals. What’s unique about Fundly is the CRM has a real focus on management.

Can AI Deliver the 'Glengarry' Leads?

Sales and Marketing Management

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. These are the Glengarry leads. Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. His targets are a motley group of real estate salesmen who cold-call their way through leads taken from handwritten response cards (hey, it was 1992!). What they really want are the Glengarry leads.

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“You Can’t Catch Water With A Fist”


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Translated: Nobody loves me )” “Salespeople never follow-up the leads.” ” “They never close out the leads to tell us who bought.” ” “Their idea of a quality lead has a PO attached to it.” 100% accountability, 100% follow-up.

Top Lead Generation Statistics for 2018


As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. Ready to learn more about the state of B2B lead generation?

The ultimate guide to sales development


Marketing was responsible for building interest and generating leads and then sales would pick up the baton and close revenue. They spent their time focusing only on the most interested parties they felt they could close, leaving most of those leads completely ignored.

The Ultimate List of B2B Marketing Tools


B2B marketers manage a number of competing tasks throughout the day. Customer relationship management (CRM) platforms aren’t strictly sales tools. With HubSpot, marketers can build targeted lists and automate things like email campaigns and lead scoring. Social Media Management.

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The 8 best CRMs for marketing teams


But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. Pricing: Free for up to ten users (some restrictions,) $9.99

Trade Show Marketing Tips for Sales and Marketing Leaders in 2019

Sales Hacker

You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. The best way to track this is to follow the full “life” cycle of all your conference contacts.

What's it take to generate leads that fuel your forecast?


What is a lead? Is it the person who signed up for your webinar this week? While all of these scenarios have potential, none could be called a lead. They won’t get followed up. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified.

6 sales metrics that managers should watch on a daily basis (and 4 more worth keeping an eye on)


As a sales manager, you know your team’s strengths and weaknesses better than anyone. That being said, an effective sales manager doesn’t rely on intuition alone when deciding how to increase productivity. Lead Response Time. Quality of Lead Sources.

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

Sign up for our Email Newsletter. We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. A Random Walk Up Sales Street.

The only kick-ass guide to sales operations you'll ever need


Sales operations strategy: Process, framework, & steps to follow. 5 best software and tools for sales ops. This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Sales Ops Manager.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

What's the difference between leads and prospects? Leads: Potential customers who have expressed interest in our company or services through behaviors like visiting our website, subscribing to a blog, or downloading an ebook. Goal: Determine quality of lead.

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