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. 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.

August Will Shape Your Fall Harvest

The Pipeline

Let’s explore how August will shape your fall harvest. Salespeople who have looked at August as a period of planting for the future harvest. Which may explain why the average sales rep has little to harvest coming out of Augusts. By Tibor Shanto.


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

SBI Growth

Article Product Strategy "A-Player" A-Players annual revenue plan CMO create your plan credits executive floor generate revenue growth harvest hit your number jeff traenkner june launch leader maintenance make your number Marketing marketing team morning plan product Product Leader products Q2 revenue revenue plan revenue plan matrix tool roles sale sales leader sales role sbi teams

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

SBI Growth

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.

10 Laws for Planting Seeds of Personal and Professional Growth

Sandler Training

While planning our Summer harvest, let’s consider 10 Laws for Planting Seeds of Personal and Professional Growth. The post 10 Laws for Planting Seeds of Personal and Professional Growth appeared first on Sandler Training.

Episode 20: Setting Your 2021 Sales Strategy With Nigel Green


Nigel is the author of Revenue Harvest and someone you need to be following in the sales world. Revenue Harvest: [link] Nigel’s LinkedIn: [link] Nigel’s Sales Plans:

Weekly Roundup: The Perfect Remote Schedule, Building Trust Virtually + More

The Center for Sales Strategy

What you plant now, you will harvest later.". -Og - MOTIVATION -. Always do your best. Og Mandino. AROUND THE WEB -. > > How to Build Trust & Deepen Connections With Your Buyer While Selling Virtually – LinkedIn.

Weekly Roundup: 12 Days of Sales Content + More

The Center for Sales Strategy

WHAT YOU PLANT NOW WILL HARVEST LATER.". -OG - MOTIVATION -. ALWAYS DO YOUR BEST. OG MANDINO. AROUND THE WEB -. > > 12 Days of Sales Content Articles — LinkedIn. LinkedIn is celebrating the holidays by bringing you 12 days of awesome sales content. Brush up on your sales knowledge with topics like engaging buyers in 2019, sales experts you should follow, sales process steps to overcome barriers to sales ROI, and more. >>> >>> READ MORE. Wrap-up

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. Now if you did a good job of ploughing, seeding and nurturing (even fertilizing), in the spring, you are truly in a position to harvest. By Tibor Shanto – .

Preserving Financial Services Knowledge During the Great Resignation


This planning will pay dividends long into the future, as the process can be used not only to harvest the wisdom of retirees but of any top performer at the company. Harvesting the institutional knowledge of advisors, product managers, and subject matter experts (SMEs) is essential.

Weekly Roundup: Hit Your 2020 Sales Goals, Find the Decision Maker + More

The Center for Sales Strategy

What you plant now, will harvest later.". -Og - MOTIVATION -. Always do your best. Og Mandino. AROUND THE WEB -. > > 4 Keys to Hitting Your Sales Goals in 2020 – LinkedIn.

Prepare For The Post Labor Day Sprint

Tibor Shanto

Harvest referrals. Harvest Referrals. One constant opportunity is to harvest referrals. By Tibor Shanto. While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer.

What is Your Attitude Towards Prospecting? 20 Things You Can Do

The Sales Hunter

Just as a farmer plants in the spring and harvests months later, you as the salesperson will also need time to grow a lead and harvest a customer. Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. Relax! You’re not alone.

Disruption Disasters: Sales and Marketing Can Prevent Them


Disruption Bring Challenges and Opportunities Companies can wait for disruption, or they can prepare for it and harvest the opportunities … Continue reading "Disruption Disasters: Sales and Marketing Can Prevent Them". The post Disruption Disasters: Sales and Marketing Can Prevent Them appeared first on Cincom Blog.

Time To Demo Your Change

Tibor Shanto

But if you go in spewing the same old pain and such, AI or naturally harvested, it is the same old. By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one.

3 Ways Sales Coaching Drives Sales Team Alignment


Moreover, the stalk is relatively easy to harvest single-handedly. Despite praises for teamwork, many businesses operate in an unspoken culture of individualism. The origins of this individualism in the US, however, didn’t start with the emergence of corporate structures. It started on the farm. America’s climate and land are optimal for growing corn. Eventually, horse-drawn cutters came into use, followed by mechanical versions as early as 1850.

Weekly Roundup: Your Sales Tech Is Destroying Your Relationships With Prospects + More

The Center for Sales Strategy

WHAT YOU PLANT NOW, YOU WILL HARVEST LATER.". -OG - MOTIVATION -. ALWAYS DO YOUR BEST. OG MANDINO. AROUND THE WEB -. > > A Neglected Marketing Infrastructure Will Lead to Crumbing Revenue Growth — LeadG2. Governments repair and build roads. Utility companies run new transmission lines and fiber optics. And at home, we attach rain gutters to our houses and add-on new rooms. These are all examples of enhancing infrastructure.

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.

35+ Marketing Jokes to Brighten Your Day


Why did the marketer fail at honey harvesting? A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job.

TSE 1269: How to build a sales engine that will land massive deals – repeatedly

Sales Evangelist

Nigel understands that if you don’t relentlessly pursue your craft and coach your team well, you won’t be in the game very long. The revenue harvest Nigel coined the term, Revenue Harvest , in this sales leaders almanac containing the fruits of 15 years of experience.

Good Luck or Bad Luck? You Decide If Your Perception is Actually Reality

Keith Rosen

And if he leaves, there will be no one else who can take care of our farm, our animals, and harvest our crops.”. Download Keith’s New book, FREE! The 60 Second Sales Coach! Would you say you’re a lucky or unlucky person? Do you know someone who, whatever they touch, turns to gold?

On The Road! An Australia Day Journal!

Bernadette McClelland

Where harvesting is not just work. I love a sunburnt country. And the salt lakes of Sea Lake. Where deadened tree trunks boast. Behind salt entwined fence posts. Laying home to make-believe sharks. Who were chasing make-believe men. That were hilariously placed. by a strategic comedienne. Where the street art is lit up. Not just by the glow of the moon. But the inner light of people. Inside historically done-up rooms. Where a grand old pub. Filled with music and laughter.

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. Well here we are at that odd part of the year, while not officially the end of summer, most consider it to be; while not the final quarter, for many, September is part of the final run up to year end.

Why Sales Needs Fewer Leads


Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify inbound leads, nurture lukewarm prospects, and turn the developed leads over to the sales force for harvesting. Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads.

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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. Before a Farmer can harvest, planning the use of the land best suited to the quality of the soil, according fertilizing and sowing the right crop are prerequisites for success. From these discussions, I conclude that there is a third role to be considered; the one of a Harvester.

5 Time Management Hacks to Hit Your Sales Quota This Holiday Season

Sales and Marketing Management

Tools like Toggl Track, Harvest, Clockify and Calendar Analytics are the gold standard here.

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Beware of Hiring Your Competitor's Sales People

Sales Gravy

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?

11 Ways to Activate Sales Content to Accelerate Revenue


Harvest In-Field Intel. If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive.

How to Keep Institutional Knowledge from Falling Off the Demographic Cliff


This planning will pay dividends long into the future, as the process can be used not only to harvest the wisdom of retirees but of any top performer at the company. Harvesting the institutional knowledge of contributors and subject matter experts (SMEs) is essential.

18 Inspirational Quotes to Motivate Your Sales Team

criteria for success

What you plant now, you will harvest later.” Looking to motivate your sales team? Now more than ever, sales people need support and encouragement. We've collected some of our favorite quotes on perseverance and success to help you keep your sales team inspired and motivated.

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 – . Last Monday, in Ready Set Go – Part II I wrote about how to plan and execute the rest of the calendar year (for many their fiscal year). We looked at two scenarios, one for sellers who set themselves up for success.

7 Habits the Most Productive Marketers Swear By


There are tons of time-tracking apps, including Toggl , Harvest , and RescueTime , designed to help you monitor how you spend your time at work. Why do some marketers seem to generate significantly better results than others? It may seem like successful marketers are simply more skilled and motivated— but often, this is not the case. In reality, routines and habits are what separates best-in-class marketers from the rest of the pack.

The End of One-Size-Fits-All Sales Enablement


When you harvest best practices from the field, you preserve institutional knowledge and can use it to replicate your “A” players. #2. 2020 was a transformational year for sales organizations.

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 Selling Power Blog has my new article on why consultative selling is so difficult. Head over there for a great read! And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week.

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. End of conversation. She talked a lot about “back in the day” and reminisced about what life was like when she was younger.

Ignoring The Buyers’ State of Readiness

The Pipeline

Done well we can plant seeds during this stage that we can more efficiently harvest when they are in Active mode. By Tibor Shanto. I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Some will have iterations based on the role of someone in the decision process. Others may reflect the size of the target company or a couple of other demographics.

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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. Inside we are inspired by its beauty and may even take a few moments for spiritual reflection. We hear a song either on a record or even a meadowlark singing to awaken the morning.

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 People Have the Power: A Case for the Democratization of Content


Democratized content gives these organizations a way to harvest unique and valuable insights from across their workforces to drive growth. These insights are lost when they’re either siloed within teams or not harvested and shared internally.