How to Cultivate and Harvest Your Leads Effectively

Sales and Marketing

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.

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.

Trending Sources

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 .

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.

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!

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?

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.

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.

Leads 10

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.

Does Your Company Excel at all THREE Selling Activities?

Jonathan Farrington

In their desperate pursuit and focus on generating new opportunities, 80% of organizations neglect their existing clients, despite the fact that there are so many incremental opportunities just waiting to be harvested. One of the most important aspects of selling, that we highlight at JFA , is the fact that there are actually three distinct activities that organizations should be focusing on – and they are all equally important.

Surging into Q3 – Some Actions to Make it Better than Q2!

Jonathan Farrington

I can assure you that the best maintained fields are yielding the best harvests. Recently, I exposed the considerable “relationship-gap” that apparently exists between customer/client expectation, and what most selling companies believe is necessary to retain them. That statement sounds terribly arrogant doesn’t it? “ What most selling companies believe is necessary to retain them “… But isn’t that the point?

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.

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.

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 .

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.

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.

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.

Salespeople have done more for progress than anyone imagines

The Science and Art of Selling

There was no demand for the Reaper , and McCormick preached his gospel of efficient harvesting for fourteen years before he sold his first hundred machines. Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price.

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.

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?”

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.

Does Your Company Excel at all THREE Selling Activities?

Jonathan Farrington

One of the most important aspects of selling that we highlight at JFA , is the fact that there are actually three distinct activities that organizations should be focusing on, and they are all equally important.

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.

Smart Marketers Acting Stupidly

Partners in Excellence

List vendors have the ugly practice of harvesting their names, appending the @excellenc.com to them and put them on a list.

ACT 25

The Lesson Poop can Teach Sales People [and Product People Too]

A Sales Guy

Colorado farmers started to use it and after the harvest, farmers where seeing over 50% increases in yields, going from 40 bushel, to 66 bushel. I’m gonna deviate from Success Saturdays this week, to follow up on my post Sales Can’t Save You.

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

One line in the article was very thought provoking; ‘If seal pups were as ugly as lobsters, their harvest would go unnoticed. Over the past few months I’ve been working with some very interesting companies to help them improve the persuasiveness of their corporate sales presentations.

Do You Know Where Your Best Practices Are?

Jonathan Farrington

When best practices are not harvested, a precious resource is lost. Linda Richardson.

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.

The Pipeline ? Shrink Your Way To Success

The Pipeline

This concern applies to coverage for existing accounts, or harvesting the new business opportunities. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

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.

On the Eve of Q3, Some Actions to Make it Better than Q2

Jonathan Farrington

I can assure you that the best maintained fields are yielding the best harvests. Yesterday, I exposed the considerable “relationship-gap” that apparently exists between customer/client expectation, and what most selling companies believe is necessary to retain them. (If

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?

How to Become a Medical Sales Rep (Even If You Have No Experience)

Hubspot Sales

familiarity with project management tools (Basecamp, Trello, Harvest). How to become a medical sales rep. Choose a specialization. Gain field experience. Enroll in online or in-person training. Network and build relationships. Grow your online presence.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Rajiv Matthews George – Chief Engagement officer, Harvest Global Resources. Foo Chee Thong – Specialist Learning Officer, Harvest Global Resources.

Sales Managers: What are you Thankful For?

Your Sales Management Guru

because of our Thanksgiving holiday and while many other nations have similar events based upon similar justifications; i.e. thankful for successful harvests, it is always important for everyone to pause, at anytime, and consider what they are thankful for. Sales Managers: What Are You Thankful For? It’s a short week for many of us in the U.S.

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.

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.

Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates

Pointclear

In the beginning, Marketing is able to harvest and deliver crate after crate of ripe juicy fruit. Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales.

Sales Training Tip: Social Selling As the New Door Opener

Customer Centric Selling

Gleaning was a practice where farmers left some of their crops in the field post-harvest. Sales Training Article: The New Door Opener = Social Selling By Joel McCabe, Sales Benchmark Index (SBI) A lot was written in 2012 regarding the change in buyer behavior. With that change came concern.