The Definitive Guide to Lead Generation: 6-Steps to a Winning Lead-Gen Process

Sales Hacker

For many organizations today, lead generation is the Achilles’ heel of business development. They spend tons of money to hire closers — salespeople who are fired up and ready to close business — but they aren’t generating enough leads to keep them busy.

Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” How do they get qualified leads?

Lack of Leads Hurting Your Revenue? 5 Reasons Why You Need a Lead Generation Strategy

The Center for Sales Strategy

The hardest job in sales these days is getting an appointment with a new prospect. lead generation Management Sales

Is Lead Generation Slipping Away From Marketing?

Pointclear

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. ” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue.

B2B Sales Lead Generation Pros Who Listen, Learn

Pointclear

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The PointClear team would like to hear from you about your sales lead generation best practices. Inside Sales

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s 3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Sales gurus tell us that getting more sales is all about your “activity,” but is it? Myth #2 Sales 2.0

9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads. Here are 9 LinkedIn lead generation tips to help get your salespeople started: 1. Expand Your List of Leads.

If Done Right, Your Referral System Won’t Actually Cost a Thing

No More Cold Calling

It’s also the ultimate sales advantage. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. Referral makers don’t want your money. They want to know you’re trustworthy.

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52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

The 5 Metrics That Should Matter Most to Sales Managers

Sales and Marketing Management

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. While call volume certainly contributed to sales success, it shouldn’t have been this manager’s sole focus.

Online Newsletters For Lead Generation

Sales Tips & Techniques

Read full story → Sales ManagementOnline newsletters can serve as an excellent way for a company to introduce new products or services, bring industry knowledge to their customers and remain relevant in the eyes of their clients.

A New Way to Solve the Revenue Challenges Facing Media Sales Organizations

The Center for Sales Strategy

In the past media sales organizations employed a tried and true approach to solving dips in revenue. The declines faced by media sales organizations today are consistent enough to be called the new reality! lead generation sales management sales process

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It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospectingIs it full of junk?

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The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. How can sales leaders build a referral culture?

Build a sales management process that works in 4 steps

Base CRM

Maybe you’re a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing a team for some time now but are struggling with hitting your targets. Hire and manage your sales team.

3 Ways to Guarantee Referral Prospecting Success

No More Cold Calling

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. Why, then, do sales leaders leave referral prospecting to chance?

The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales ManagementFor the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email.

5 Must Read Sales Books For Inside Sales Reps

InsideSales.com

Looking for the best sales books? Whether you’re looking to improve your sales pitch, learn the secrets of closing, or learn how to influence people, read on for some of the must-reads for any inside sales rep.

Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team

Predictable Revenue

The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue. B2B Blog First Million Lead Generation Sales Management Sales Process

The 13 Best Sales Management Books Every Sales Manager Should Read

Hubspot Sales

You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. But you quickly realize that leading a team is far different from carrying your individual quota. Best Sales Management Books.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside.

Don’t Get Distracted by the Latest Sales Prospecting Techniques

No More Cold Calling

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity? How to Evaluate Sales Prospecting Techniques and Technology. Lead Generation lead generation sales prospecting techniques

5 Simple Choices That the Best Sales Managers Make

Sales and Marketing Management

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. It's true that talent and hard work and people skills are all part of the mix of succeeding as a sales manager, but for many of the best sales managers, success is a matter of choice. Lead from the front.

Make Trade Shows a Dependable Source of Qualified Leads

Alice Heiman

Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events by showing how much revenue was generated from the leads they got. . Trade shows and events can be a dependable source of qualified leads.

He said, “One of us is wrong, and it surely isn’t me!”

Pointclear

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. Lead Generation Lead Qualification Sales Leads

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

At the time, it was one of the largest single sales in Salesforce history. Word in sales circles was, the relationship between Salesforce and State Farm had languished under the watch of a sales rep who, for years, couldn’t find a way in. “As

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing Commissions in a Sales Manager Compensation Plan.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.

Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales ManagementFor the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email.

Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process

Should You Outsource Lead Generation and Appointment Setting?

Sales Tips & Techniques

The idea of outsourcing certain aspects of the sales process is one that many managers struggle with, as the decision to do things in-house or pay someone to perform these tasks is not a simple yes or no determination. Read full story → Sales Management

Why Aren’t Your Key Accounts Growing?

Alice Heiman

Looking for business in existing accounts is something many sales leaders assume their salespeople or account teams are doing. In fact, according to CSO I nsights , only 33% of companies have a formal Key Account Management Plan. That means the other 67% are randomly and ineffectively managing and growing key accounts. . The sales rep who sold it ? . The account rep who is managing it ? . Management ? .

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

Pointclear

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim is also head of the Sales Lead Management Association, which regularly names the 50 most influential people in lead generation.

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How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. Sales leaders serve as the generals and field commanders. Hire, Organize and Segment Your B2B Sales Team.

Lessons for Your Sales Team to Learn from Santa

Alice Heiman

Below are lessons your sales team can learn from Santa. Lessons Your Sales Team can Learn from Santa. It may include customer success, sales support, product development, sales engineers or your sales leadership. OK, so you can’t give your products away, but if your company and your sales team are delivering what people want, they will be excited to get it purchased and implemented. How can you help your sales reps feel like smiling? .

A Simple 5-Step Sales Targeting Process to Grow Your Business

criteria for success

Now that you understand some of the basic principles of targeting, let’s walk through the specific steps in the sales targeting process. Develop Company-Level Criteria As the first step in your sales targeting process, establish criteria for what kinds of companies you are targeting. [

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.

What’s the Worst Time of Day for Selling?

Alice Heiman

It’s also of benefit to know the chronotypes of the people you manage, especially your salespeople. If you want sales to soar, help your salespeople figure out their chronotype and have them make prospecting calls when they are most alert. Salespeople should not make sales calls during their trough and it’s best if they don’t schedule important meetings at that time either. . How do we best drive sales? . Is there a worst time for selling? Is there a best time?

Safety Violations Could Lead to Great Prospects

Selling Energy

There are certain shortcuts when it comes to generating leads, and recently I stumbled across another one. In fact, I recently spoke to a student who says she gets all of her leads by looking up OSHA safety violations. Lead Generation

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