The Four Key Elements to Successful Lead Generation

Sales Benchmark Index

Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content. Do you have a documented, repeatable process to manage your leads? Have you defined what a good lead looks like?

B2B Lead Generation: Are You Killing the Golden Goose?

Pointclear

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Trending Sources

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Sourcing the right leads and crucial information needed to reach that prospect. Connecting and engaging with those leads and converting them to pipeline opportunities. By attending this webinar, sales professionals can learn about. Wednesday June 10, 10:00 am PT/1:00 pm ET.

Why Closing is Never a Problem in Account Based Selling

No More Cold Calling

Trying to teach reps how to close without addressing the broken links in your lead generation system will not yield sustainable B2B sales leads. Ask these questions to determine the real problem: What was the lead generation system?

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.

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.

Cold Calling for Introverts

The Science and Art of Selling

Register for my upcoming webinar (May 12): The post Cold Calling for Introverts appeared first on The Missing Piece to Sales Success - sales blog by Alen Mayer. Clammy hands? Blank mind? Have you become an expert at creative avoidance?

Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

This Thursday , I’ll be co-presenting on DocuSign ’s Webinar: 10 Ways to Utilize Social Selling in 2013 where you’ll learn 10 ways you can leverage social selling across your team. I’ll be sharing my own favorite during the webinar. What’s all the hubbub about “social selling?”

My boss laughed when I said I’d get the appointment with the CEO.

Smart Selling Tools

Be more interesting and get more sales is the title of an upcoming webinar that I’m moderating on April 24th, and you’re invited! I’ll be joined by three of the most interesting women in sales for an hour-long, highly interactive webinar; Trish Bertuzzi of The Bridge Group, Inc.

Webinar: Time – Prospecting And Getting the Jump on Both!

The Pipeline

This webinar we will introduce tools & techniques on how to find contact information for people you don’t yet know, and then how to engage with them: 1.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Umberto Milletti , CEO of InsideView spoke of better lead conversion through ‘enrichment.’ On a relevant side-note, be sure to attend the upcoming webinar I’m moderating on April 24th “Be More Interesting: Get More Sales.”

4 Reasons Dumbing it Down is the Smartest Way to Sell

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy.

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Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. That’s what people mean when they talk about lead nurturing. Content-marketing is lead development.

The “Other” 5 Pledges to Radically Increase Revenue

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. In February, I posted the first of a 2-part Sales Leaders’ pledge. I’m creating this pledge as much for my benefit as I am for yours.

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

Converting leads to prospects. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it.

How to Get Prospects to Remember The Golden Nugget

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. You know everything there is to know about your products.

Spend more time selling and less time searching

Smart Selling Tools

Therefore the most revenue you can possibly generate has an upward limit, bound by the percentage of time spent engaging with prospects. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. I’ve been a long-time fan of Chip and Dan Heath, authors of the books “Made to Stick” and “Switch.”

The Secret Path to Successful Sales Calls

Smart Selling Tools

Your primary task is to lead the conversation from its point of origin, to a concise, coherent and contemplative location. How do you lead each conversation so the prospect will want to continue the sales journey with you? Tweet Sales calls are conversational journeys.

Is Customer-Centric Selling Dead?

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

The more revenue you generate, the more commission dollars you’ll earn. Next generation sales tools like SalesPod deliver a non-intrusive method for reps to capture and report sales activities in the moment, and at the same time provide managers with the visibility they so badly need.

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Six Mobile Apps for Igniting Sales

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Mobile reps have unique challenges. They can’t just head to the nearest file cabinet, or walk down the hall when they need to find something or someone.

The Sales Leader Pledge: Will You Take the Oath?

Smart Selling Tools

You can attend webinars, conferences, seminars and symposiums. number of leads delivered), definitions (i.e. the definition of a lead), and performance (i.e. the percent of leads sales will follow-up on and the time-frame).

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. One enticing benefit of the sales profession is the freedom and independence it offers.

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Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Not meeting expectations for developing leads and converting them into prospects. Hard Skill-Sets: How to properly conduct a sales call and uncover needs, add value and generate a desire to act. If all you have is a hammer, everything starts to look like a nail.

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Keep Opportunities from Stalling With this One Magic Question

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. One of the most frustrating problems for any sales rep is when a prospect’s interest switches from hot to cold.

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

Smart Selling Tools

His goal in writing 52 Sales Management Tips – The Sales Manager’s Success Guide is to give sales leaders at every level informative ways to lead their sales team. and Alcon Canada, he recognizes what it takes to lead a successful sales force.

30 Seconds Matter: How Sales Tools Deliver Revenue Growth

Smart Selling Tools

If your reps generate an average of $1,000,000 of revenue each year, then your calculations will show each rep earns an average of $9.70 Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

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5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Sales Effectiveness decision influencers lead generation opportunity management sales leads Sales Process Sales Prospecting sales techniques solution selling

Sales Lead Management Association Honors

Smart Selling Tools

Does your business success depend on leads? If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on.

A Sad Farewell

Smart Selling Tools

Ken built VanillaSoft into a wildly successful company offering a powerful InsideSales CRM Lead management solution. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Tweet A sad farewell.

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use

Smart Selling Tools

Converting Leads. An organization with 100M in sales should generate 28M in incremental revenue by increasing their time spent with prospects from 35% to 45%. [1]. Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use.

Best Way to Help Prospects Find You

Fill the Funnel

Your company hopefully has many other platforms that are generating leads for the sales team. This post is to help you generate leads that come directly to you. Visibility into the number of leads and their quality is next to nothing for most sales people.

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

Smart Selling Tools

Some of the leading solution providers I’m particularly interested in are PROs , PGI/iMeet , and DocuSign. How Gamification Leads to Improved Sales Performance. How Using Scientific Data Leads to Better Sales Performance.

The Evolution of Sales Tools and the Efficiency Paradox

Smart Selling Tools

In the dynamic and high-demand world of selling, the evolution of tools has had a significant impact on our ability to perform our jobs, present our ever-expanding array of solutions, service our customers, and generate revenue—the life-blood of our companies.

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Hacking the Hype: Why Inbound Marketing Isn’t Enough

Salesfusion

Six steps to add lead generation into the mix (and why you need to do it!). It seems that somewhere along the way it became taboo for marketers to drive leads. Let’s Tip the Scales Back Toward Lead Generation. 6 Steps to Reinvigorate Lead Generation.

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event. I’m now a lead for some random company. .

Lead Progression: The first element of the Sales Cycle Triad

Smart Selling Tools

Those fundamentals are lead progression , prospect progression , and opportunity progression. Today I will expand on lead progression. Lead Progression. The first step in the exercise is to define “just what exactly is a lead?”

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. An incoming lead routed to you for contact.

Are Your Reps Guilty of This Costly Mistake?

Smart Selling Tools

Sift through your leads before you start calling. Ideally, her marketing department would have pre-qualified the leads for suitability and this company is certainly big enough to have the resources (i.e. Had marketing pre-qualified the leads, I would not have been on the call list.