How to Cultivate and Harvest Your Leads Effectively

Sales and Marketing Management

Issue Date: 2014-03-03. Author: Steve Hays. Teaser: Converting leads is an ongoing process. On average, it takes 10 touches to convert a prospect into a customer. But most sales reps stop reaching out after fewer than two contacts. That's lead waste, and it's preventable.

Product Leaders: Influence the Revenue Planning Process to Showcase Your Value

Sales Benchmark Index

It’s a late June morning and your shoes stick to the hot, gooey parking lot asphalt as you head toward your building. Despite the inferno underfoot, a chill progressively takes hold as you enter. When the elevator announces your arrival.

Customer Lifecycle Management – The Foundation for an Effective Customer Success Organization

Sales Benchmark Index

Customer Success has become one of the hottest trends and sources of growth in Revenue Management. In fact, if you are managing Customer Support, Renewals, and/or Upsell you are keenly aware how much impact a Customer Success Strategy can have.

Who’s Harvesting Your Lead Farm?

Smart Selling Tools

They qualify raw leads, nurture lukewarm prospects into the hot category, and turn the developed leads over to the sales force for harvesting. Guest Post By Dan McDade, CEO & President, PointClear. The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential.

Ready – Set – Go Part I

The Pipeline

Tuesday we enter the “final half” of the sales year, the unofficial intermission that is summer comes to a figurative end, and harvest season is upon us. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Your Inspirational Exchange Starts Each Day

Increase Sales

A glorious, gleaming, Harvest moon. Each day we have the opportunity to be inspired, motivated, energized by our surroundings. This inspirational exchange happens for some almost unconsciously. We see the snow clinging to the tree branches and the quietness of a winter day.

Welcome back – How Was Your Summer?

The Pipeline

In essence, harvest time! Then it’s time to act, much like farmers at harvest time, you need to focus on systematically brining in the crop, not meander aimlessly in your fields.

Do You Know How the Telephone Works … or How to Prospect?

No More Cold Calling

My dad took the compliment and said that he picked it up at Great Harvest. What’s trust got to do with it? When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. She walked out of the room.

Ready Set Go – Part II

The Pipeline

Think of it as a variation to the above scenario, except in this instance we seed now, harvest in January. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Sales Incentive Program Management as a Profit Center for CFO’s of Large Channel Members and Distributors

Sales and Marketing Management

Since the incentive payments have now grown to $25 million, the harvest by the reseller is now $6.25 Author: George Kriza, CEO, MTCPerformance For most large resellers or distributors, sales incentive programs for internal sales teams get little attention from top financial executives inside their organizations.

What is wrong with the Hunter / Farmer Metaphor?

The Ultimate Sales Executive Resource

If a Framer is primarily seen Harvester, then indeed it is probably not a good analogy for what an account manager does. From these discussions, I conclude that there is a third role to be considered; the one of a Harvester.

Double Article Friday and the Death of All Selling Forever

Understanding the Sales Force

You still need the harvest to eat. Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! Especially this Friday when you get my powerful rant below, as well as two bonus articles!

The Prosperity of Labor Day

Increase Sales

You plant before you harvest. www.sxc.hu. Today is Labor Day. A day to rest from the prosperity of labor. Over two thousand years ago, Sophocles said: “Without labor nothing prospers.” ” He was right then and he is still right today. Many read this quotation from an external viewpoint, an ego driven one where those who labor should reap greater benefits than those who employ the workers including the entrepreneurs, the small business owners, the C Suite executives.

60 Motivational Quotes to Ignite Your Sales Drive in 2018

Hubspot Sales

What you plant now, you will harvest later." -Og What you plant now, you will harvest later." - Og Mandino. Inspirational Sales Quotes: "Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time." Thomas Edison. Always do your best.

Prospecting and the Success Multiple

The Pipeline

For me, it is much simpler to adopt the discipline of knowing your conversion rates, setting the time aside to do the prospecting, just as you do for selling, and get it out of the way early, so you can harvest the rest of the day.

Sales Leadership – The Talent of Persistence

Increase Sales

These individuals understand how to build mutually beneficial relationships, listen for their clients’ value perception and then continue to harvest sales referrals and new sales leads long after that first earned sale. Top sales performers have this sales leadership talent of persistence to probably the 10th if not higher power.

5 Signs Your Star Salesperson Will Make a Terrible Sales Manager

Sales Hacker

Many star sales people are very good at bringing in the harvest of sales. However, in a sales manager role, not only does the company need to harvest, they need to plant seeds. The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before.

Beware of Hiring Your Competitor's Sales People

SalesGravy

Before you harvest their crop, consider these five myths when hiring your competitor's sales people.Life would be grand if we could sprinkle a few seeds in the groWhen did the competition begin building a better sales organization than your company?

Reviewing Sales Activity From an Unique Perspective

Increase Sales

Is the salesperson harvesting from existing accounts? Sales activity for many salespeople and their managers comes back to sales results specific to “How many dollars did you bill this past month?”

A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

Her highly rated recent book, Whale Hunting with Global Accounts , moves readers beyond the typical small and midsize business growth solution by providing powerful steps and tools to find, land, and harvest whale-sized accounts.

Top Sales Books for Enterprise Account Executives

CloserIQ

They take sellers through the process of scouting prospects, hunting whales with the right team, and harvesting new accounts through excellent custo mer service. Succeeding in enterprise requires mastery of many complex and constantly moving parts.

Be Alert for Proof of Sales Impact

Pipeliner

Doesn’t it make sense to harvest the rewards of your hard work? We’re definitely working in a business world with a mantra of, “What can you do for me today?” Yesterday’s good deeds were expected and therefore not counted as exceptional. However, if you perform at a high level, especially in sales, people will notice. When this happens, I advise my clients that it’s essential to seize the opportunity to take note, especially if the kudos are coming from a customer.

3 Things Some Pundits Won’t Tell you about Cold Calling – Part 2

The Pipeline

Some can sustain their career from harvesting their base, even as their companies are starving for new customers. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Why Xactly C.A.R.E.s – Catching Excellence

Xactly

Activities ranged from a (not quite) 5K-charity fun run benefitting Craig Hospital in Denver, to planting trees and helping package food at the Second Harvest Food Bank in San Jose. Xactly’s offices across the globe are participating in the company’s inaugural C.A.R.E.

The Sales Ethics of Personalization

Pipeliner

Facebook’s Mark Zuckerberg is set to face congress over the Cambridge Analytica scandal — a situation in which people had no idea their data was being harvested by an organization for the sake of selling a politician to the public. This showdown could be the beginning of a referendum on data harvesting. What do you think of sales ethics of personalization? Have you used personalization in your business?

3 Key Ingredients for Cultivating Customer Loyalty

Carew International

When it comes to cultivating customer loyalty, sales professionals can only harvest what we sow. There is no action or effort of greater strategic importance than building a foundation upon which a productive, long-term customer relationship can thrive and grow.

How to Handle Difficult Sales Calls Like a Pro

Hubspot Sales

Start by confirming the qualification criteria you or your BDR have harvested. We’ve all been on a sales call that goes from bad to worse in under five seconds. Is your prospect moments away from throwing a mouse at the screen share?

How Big Data Can Help the Sales Leader

Sales Benchmark Index

These companies are harvesting vast amounts of internet activity and point of sale data. Unless you’ve been living under a rock for the last two years, you’ve heard about “ Big Data ”. However, most Big Data examples concern large B2C companies.

Data 276

Multiply your Content Marketing by 6X

Sales Benchmark Index

Harvest new video case studies and add them to website product pages. The demands for content creation on today’s marketing team can take the form of a raging beast. Marketing teams are fighting to keep up.

Social Selling - The New Door Opener

Sales Benchmark Index

Gleaning was a practice where farmers left some of their crops in the field post-harvest. A lot was written in 2012 regarding the change in buyer behavior. With that change came concern. Are sales reps being squeezed out of the equation?

The Nimble Smart Contacts App Just Got Smarter – Introducing Prospector!

Adaptive Business Services

You might also be excited to read about Nimble’s free integration with CircleBack that is also integrated into the Smart Contacts App with Prospector and is used to harvest additional contact information from that person’s email signature line.

3 Tips to Turn Noise Into Value

Pointclear

Just like listening to a conversation in a language you don’t know, without context, information is simply various data points – which means the silos of Big Data you’ve purchased or harvested, waiting to be leveraged by some brave salesperson or marketer, are just silos full of noise.

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

In that case, you may consider adding additional reps to better harvest the territory’s whitespace and green field potential. Today’s world is constantly growing more digital. As a result, organizations need data-driven insights to optimize their internal processes and maximize efficiency.

How Sales Operations Can Link Product Management to the Buyer

Sales Benchmark Index

It is in the best, long-term interest of Sales Operations to harvest these insights and inform Product Management. Tony Zambito recently wrote a compelling article about the need to inform the buyer.

15 Unexpected Ways to Generate Real Estate Leads

Hubspot Sales

Not hitting up open houses to harvest new leads? How to Get Real Estate Leads. Build Partnerships. Throw a Housewarming Party. Become a Restaurant Regular. Send a Handwritten Note. Advertise. Build Your Own Website. Develop a Niche. Use "Coming Soon" Signs. Head to an Open House.

Capitalists Do Care – Friday’s Editorial

Increase Sales

The initial goal is to have the harvest’s yield exceed what cost of seeds and fertilizer by three times. Capitalist do care contrary to what the mass media or many politicians and citizens may think. For example,did you now that J.Pierpont Morgan (JP Morgan) bailed out the New York Stock Exchange several times back in the early 1900s? Credit www.sxc.hu.

Powerful LinkedIn Networking!

Partners in Excellence

If I were one of those “list” people, there is a ton of good email harvesting in this note.]. I received a LinkedIn email from an individual, apparently one of my LinkedIn connections.

What I Learned From Steve Jobs

Pointclear

Think of ice harvesters, ice factories, and refrigerator companies. Are you still harvesting ice during the winter from a frozen pond? Visionary, entrepreneur and leader, Guy Kawasaki is Managing Director of Garage Technology Ventures , a founder of Alltop , and the author of Enchantment: The Art of Changing Hearts, Minds, and Actions.

The #1 Sales Tip: Everything Is a “Story” By Christina Hamlett

Increase Sales

some Mesopotamian farmers made the astonishing discovery that bread wasn’t the only thing they could make from harvested grain. One afternoon back in 10,000 B.C., Mixed with water and left around to ferment, the result was a blissful brew that instantly made them regret they’d have to wait until 1600 for the invention of a nice pizza to go with it. Credit www.sxc.hu. If what you just read was the opening paragraph in a newspaper article, you probably wouldn’t know where it was going.

Lead Qualification & Lead Nurturing: Whose Job Is It?

Pointclear

Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify raw leads, nurture lukewarm prospects into the hot category, and turn the developed leads over to the sales force for harvesting. Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges.

Closed – Now What?

Jonathan Farrington

You have done a lot of the hard work already – you discovered the opportunity, qualified it, carried out all the usual foreplay activities and actions, so now harvest it, and achieve a proper return on your investment. The ink is barely dry on the contract; everyone is satisfied that they have a good deal – “win-win.” ” In fact, you have already mentally spent the commission, and now you are salivating at the thought of the next big kill.

Think You Are Selling Consultatively? Let’s Find Out …

Jonathan Farrington

If your competition really believe that and take their foot off the accelerator, what a wonderful time for you to increase your activity and harvest the market place?

Sales Process is a Big Deal! (Part Two)

Pipeliner

Phase Seven: Harvest: Delivery of Service or Product. (If you haven’t read it, see Sales Process is a Big Deal! Part One)). A sales process includes all the steps that are taken from the time a prospect indicates interest in a product or service to their acquisition of that product or service and beyond. Sales cycles differ based on various factors such as industry, sales or distribution channel and the nature of the product or service.