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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Lead generation is at its core a numbers game.

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

The Pipeline

3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Leads are Qualified.

Weekly Roundup: How To Create a Sales Territory Plan + More

The Center for Sales Strategy

lead generation inbound marketing Sales Wrap-up sales playbookWe hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

How to Optimize Inside Sales Territories

Sales Benchmark Index

Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. This will enable you to design territories where each sales representative has room to sell. Evaluate Lead Generation.

How To Keep Generating Fresh Leads

MTD Sales Training

Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Here are a few tips: Divide your territory in a way that makes sense. Approach the new leads in different ways. Lead Generation fresh leads generating fresh leads generating leads

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The sales rep said, “I never got a lead yet that turned into a sale.”

Pointclear

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem.

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"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. A list of Marketing leads that need to be called.

Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

Great performance invariably leads to corresponding degrees of support and enthusiasm. They want capable, creative, self-contained, revenue-generating dynamos. This can provide great insight into the adequacy of territory and account coverage.

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2013 The Year of the Lead!

A Sales Guy

A long time ago, the sales person was responsible for finding and creating their own leads. If a “lead” did come in, it was called a bluebird. A bluebird was what we once called the unexpected lead that could come in and help us make our number. Warm leads not generated by sales people were so rare, we gave them a name, “bluebird” Back then, it was not the sales leaders job to generate leads.

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7 Methodical Approaches to Increasing Revenue Velocity

Smart Selling Tools

People:Staffing decisions, sales skill development, training, territory assignments, coaching, 2. The methods that you’ll read about in the ebook all lead to more efficient use of sales capacity and therefore, revenue velocity.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

007Sales 3.0: The End of TheRoad for TheAutonomous SalesRep

Smart Selling Tools

Great performance invariably leads to corresponding degrees of support and enthusiasm.I Companies, for the most part, look for reps that don’t need a lot of babysitting or hand-holding.They want capable, creative, 444444444self-contained, revenue-generating dynamos.

Vendor 102

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Demand Generation. Lead Management. Territory Alignment. B2B Lead Generation Blog. Home About The Pipeline. Contest.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Demand Generation. Lead Management. Territory Alignment. B2B Lead Generation Blog.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. They will get there, but it is usually when the money leads them there. Demand Generation. Lead Management.

When Sales Met Marketing …

Jonathan Farrington

You must admit – and I should apologize for repeating myself as often as I do – it does seem as though everyone’s focus these days is on creating new leads, which is understandable … to a degree. The basic problem was that they had become too good at generating leads.

Sold – Now What?

Jonathan Farrington

I have often discussed the three selling “responsibilities” or “tasks” that we all have as professional front-line salespeople, i.e. Phase One : lead generation/prospect attraction. This leads me to conclude that 80% of sales coaching, training, mentoring etc.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Sales and marketing lead generation tools follow this suit. Other leading content providers such as Olgilvy Advertising and CMO.com agree. This is small business lead nurturing.

The Science of Creating Demand, Upon Demand, When Demand is Needed

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. I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar.

Enhance Sales Momentum

Pointclear

Changes in direct senior management (mainly the president and/or the sales manager) often lead to momentum killers. Changes in compensation, especially done mid-year, often lead to disruption. Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. There are several types of territory changes: Changes at mid-year, taking on part of a neighboring area, are difficult to implement. Sales Lead Brownout.

Avoid a Career Mistake Before It's Too Late

Sales Benchmark Index

It can be self-generated, come from your company or the marketplace. You’ve had average results recently because your territory is a real dog. Here’s what you should find out: Sales Territory Design : Are both existing customers and prospects considered when territory structures are built? Are the best performers given the best territories? What territory will you get as a new hire? In the trenches every day, sales reps deal with a lot of pressure.

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

Xactly

As part of your incentive plan design, consider the roles that will report to each sales manager, and ask yourself the following questions: Will your manager supervise one type of rep or a sales team of mixed roles (Sales Executives, Account Managers, Lead Generation Reps, etc.)?

How HR Stops the Exit of Top Sales Talent Now and for the Future

Sales Benchmark Index

An uncharacteristic drop in productivity that may lead to not meeting quota. With Sales Operations, check their assigned sales territory. Could it be they’ve been given a territory that “sells itself” no matter who is assigned to it? Give the territory to the Sales Manager.

Favorite Recent Top Midmarket Sales Blog Posts

Score More Sales

A new sales territory? Marketer Brian Carroll ‘s Lead Generation: How 64% of Marketers Starve Sales of Opportunity. Our Q2 Is Over – How’s Your Pipeline, Sales Leader post generated lots of discussion. Need some sales inspiration ? Got a big quota to hit?

The Best Sales Pitch Isn’t a Pitch at All

Hubspot Sales

Having heard this story, one particular prospect with salespeople operating across 100 different territories reached out to see whether they could find similar retention success. If your company or service is taking precedence over a lead’s needs, you’re doing it wrong.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SALES: Marketing leads are crap. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Why would we waste our time on leads that are never going to convert? Agreement on what a “qualified lead” is. Retarget cold, dead leads.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

As part of your incentive plan design, consider the roles that will report to each sales manager, and ask yourself the following questions: Will your manager supervise one type of rep or a sales team of mixed roles (Sales Executives, Account Managers, Lead Generation Reps, etc.)?

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Generating demand inside these customers is different. Territory design, quotas and compensation plans. Why are reps not being taught how to generate demand in the new prospects? Shouldn''t the front line sales managers be leading the training and it be buyer centric?

Top 10 CMO Transformational Best Practices

Sales Benchmark Index

define our ideal customer profile (ICP) and the potential by territory. The ability to clearly define roles allows for better alignment with sales and shared metrics (leading & lagging). Without collaboration with sales, lead generation campaigns will fail.

Another New Sales VP - Now What?

Sales Benchmark Index

Territory Design / Structure Process. Sales & Marketing Alignment – Lead Generation, Management, Nurturing and Handoff. The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months.

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The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” But the dialogue gives viewers some insight into the importance of leads, which are the lifeblood of selling. So, what is a lead in a sales context? But what makes a GOOD lead? First, it’s easy to define a bad lead. Good leads are harder to pin down.

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Is Anyone Leading Lead Management?

Pointclear

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Lead Generation - generating leads. Inbound Marketing - following up on internet-driven leads. Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models.

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

What data can we mine to generate insights about our customers? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. 2 – Build a Lead Generation Team.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months. The time to begin developing your 2017 Territory Sales Plan is NOW.