Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Not in your personal life, and certainly not in your lead generation system. That’s no way to live, and it’s certainly no way to approach B2B lead generation. This was the generation of so-called “latch-key” kids.

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

But here’s what they’re missing on referral B2B lead generation. Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. A huge problem today is the belief that sales lead generation can be automated.

Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Want Lead Generation Techniques That Work?

5 Questions to Guarantee Qualified Lead Generation

No More Cold Calling

Are your sales reps having trouble closing? The problem might be a lack of qualified leads. It could be that sales reps neglected important activities during the early parts of the prospecting process. Now what should sales reps do? What is the buying process? •

The Power of Sales Intelligence #3: Lead generation

DiscoverOrg Sales

So lead generation tools are critical to supporting a company’s growth objectives. While there are many different kinds of lead generation – content marketing, advertising, SEO, email campaigns, cold calling, list-buying, hosting events, and attending tradeshows, just to name a few – a sales and marketing intelligence tool is great for discovering new, quality leads, quickly, as well as enhancing your other lead gen efforts.

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.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Pointclear

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Part III: Expectations for ongoing success: marketing and sales accountability. Lead Generation

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

Pointclear

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail.

ABM Tricks that Boost Lead Generation and Sales Momentum

Sales Hacker

ABM allows you to craft efficient solutions to some of the biggest issues plaguing sales today. At Belkin, ABM helps us process a huge volume of data. In the world of sales development, nothing stays a novelty for long. Generic sales emails are just as bad.

Why Specificity Matters for Lead Generation

No More Cold Calling

Lead generation is personal … very personal. Sales teams also know exactly what they want in their ideal clients, but they rarely get this specific. However, when you’re asking for referrals or writing copy for lead generation materials, the more specific your description, the more likely you’ll attract only the right customers. The post Why Specificity Matters for Lead Generation appeared first on No More Cold Calling.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function.

How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! I could picture the sales rep on the receiving end of that lead generation form, already ramping up to barrage me with emails and stupid cold calling scripts. And that poor sales rep wasted his time and mine.

Embarking on a sales lead generation project: What could go wrong?

Pointclear

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. And to drive the leads needed to meet revenue goals.).

The Ultimate Guide to Outsourcing Sales Development and Lead Generation

Sales Hacker

I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs. No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. ABM aligns marketing and sales.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. Two of which are currently sales and marketing. As a result, I am the lead generator, the SDR , and the closer.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Here's the thing: Account-Based Marketing is not really about lead generation at all. This is the only way to drive sales and marketing alignment today.

10 Reasons to Outsource Your Lead Generation

MarketJoy

If, your first move is to focus on the basics of your business be it a startup or you have excelled in your business everything comes down to getting acquiring leads. Lead generation software are automated and save lots of time by reducing manual work, but the accuracy of ready to buy leads is very low. Only about 5% of marketers make use of a full-featured marketing automation solution for lead generation as per the estimation of Jeff Ernst of Forrester Research, Inc.

Will Inbound Marketing solve my Lead Generation problem?

Leading Results Rambings

Inbound marketing is a discipline, when used correctly, can solve your sales lead shortage, but by itself, it doesn’t solve the lead generation issue. Specifically inbound marketing and what a lead is. then budget, timeframe, decision process, etc).

Why You Shouldn’t Lose Sight of Lead Generation

Closer's Coffee

Which means that I struggle when it comes to staying religiously disciplined while generating leads and acquiring new clients. What should drive your sales process is actively generating leads rather than relying solely on referrals and upselling to current clients.

Supercharging Your Sales Process with Online Appointment Scheduling

Smart Selling Tools

Supercharging Your Sales Process with Online Appointment Schedulings. Regroup’s growing Business Development team is responsible for generating new prospect meetings, as well as converting inbound leads coming from its web site.

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

How AI is Changing the Sales Process

InsightSquared

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. The Future of AI in Sales.

7 Lead Generation Ideas You Need to Try ASAP

Growbots

Generating leads can very often be exhausting, frustrating, and ultimately fruitless. READ 6 Secrets to Successful Sales Prospecting. Traditional lead generation ideas are old news. READ Speed Up Your Sales Prospecting with Growbots. Automate outbound sales.

How to Create a Winning Sales Process: 7 Essential Steps

CloserIQ

And the same is true of sales. An effective process is essential to consistent sales revenue. It doesn’t matter if you have the best sales reps in the world and a value proposition that turns your competitors green with envy. Without the right process, you’ll only work at a fraction of your potential. So, here’s how to create a winning sales process in seven steps. . Lay the groundwork for an effective process. Assess new leads.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Pointclear

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales.

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. One reason is their sales teams don’t know how to ask for referrals.

Does Your Resource Plan Start at the C-Suite?

Sales Benchmark Index

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” ” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3)

Pointclear

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale. B2B sale complexity impacts cost-per-lead. And the right marketing KPIs are very different from cost-per-lead metrics.

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

Whether you’re a sales newbie or a veteran rainmaker, asking is hard. Sales execs tell me the reason they don’t ask for referrals is that they have other priorities. Set referral goals for your company and for each member of the sales team. No referral sales process.

Stop Overlooking This if You Really Want Qualified Leads

No More Cold Calling

Every sales exec says they need more leads in the pipe. What these sales execs don’t say is they need more qualified leads. I have a few guesses: Maybe they think it’s too tough to get only qualified leads? How to Generate Only Qualified Leads.

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The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. Cold calling doesn’t differentiate your organization from the competition, nor does it result in qualified lead generation.

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.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

You’re collecting all this sales data but are you really getting your best use out of it? Your data is the key to optimizing your revenue engine and kicking your sales process into high gear. Here are 10 ways to improve your sales process by leveraging your CRM data.

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Weekly Roundup: Content in the Sales Process, Social Selling + More

The Center for Sales Strategy

> One Simple Way to Improve Your Sales Process with Content (VIDEO) — LeadG2. Are you using content in the sales process? How do you use content in the sales process? This one, simple tip can help improve a salesperson's sales performance. >>>

Why You Need to Make Time for Asking for Referrals

No More Cold Calling

priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Sales leaders tell me they have too many priorities. We always need more leads.)

4 Reasons You Shouldn’t Get the Referral on LinkedIn

No More Cold Calling

Social media lead generation can work. It’s not only presumptuous; it’s rude—and a big sales mistake. But referral sources can’t explain the business reason for the call if they don’t know it, nor can they be sure your sales team will provide relevant insights.

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. One reason is their sales teams don’t know how to ask for referrals.

Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

Top performing B2B sales organizations rarely employ just one lead generation tactic. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time?

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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