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. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm.

Sales Lead Management Leads to a Lower Cost of Sales

Pointclear

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

To Manage Sales You Must Manage Sales Leads

Pointclear

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. But the actual, final management of the prospect is square in the lap of the individual salesperson.

Leads 254

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.

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

The Pipeline

Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution. Funnel management.

ACT 252

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog.

Nine Nutshell features we stole from our customers

Nutshell

While spreadsheets work fine for individuals managing their sales efforts, they’re terrible when it comes to sharing. Still, a lot of people seem to like them, so we embraced our customers’ comfort with spreadsheets and designed our lead lists with familiar rows and columns, plus filtering and sorting right out of Excel. Lead cloning. For companies that have recurring or renewing opportunities with the same client, re-creating a lead over and over again can be aggravating.

How to Fix a Sales Forecast Killer

Pointclear

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. Four months into the situation, the leave of absence for the third rep turned permanent, turning a smallish problem into a hellish problem for the sales manager and the company. So, What’s a Sales Manager to Do?

In the Scramble for 2013 Sales Team Planning

Score More Sales

We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year).

Choose Activity Goals to Grow Sales

Score More Sales

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory.

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. Let me tell you a story about a Marketing-Lead-Generation-Wizard* and How He Created Demand.

Inside Sales Power Tip 124 – Self Management

Score More Sales

In addition to control, there are other things you can manage about yourself. As a sales professional, you cannot rely on others managing you – you need to self manage. Think of yourself as an entrepreneur of your territory, or niche, or product line.

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

Pointclear

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. 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.

Leads 247

How a Referral Plan Gave a Seller 2 Big Deals

Score More Sales

It is not enough in selling anymore to just show up and be effective at working a sales territory. He added it into his normal week, and put a plan to regularly call his “Power 20″ as he calls them – all individually – to offer them insight, ideas, and leads.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

That’s right – it’s your territory and your career – don’t wait for the powers that be to determine how social you can get. courtesy of InsideView.

9 Steps to Boost Sales in 2014 Part 3 Execution

Score More Sales

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. What projects are you going to commit to get done which will lead you to more sales in the coming year?

3 Ways to Grow Sales Inspired by Olympians

Score More Sales

What is the gold in your territory and your sales plan? This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics. There are so many inspiring stories – and what seem to be Herculean efforts to win a medal for one’s country.

Sports 238

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

I scoff at the idea that anyone in their right mind could feel it demeaning to be working as a sales rep on an inside team or leading an inside team. Works a territory of some type. Works a territory of some type.

How to Design a Fast Ramp Training Program

Sales Benchmark Index

Lead to Opportunity conversion. Pipeline generation and management. Training Methods: Role plays: Repetition leads to retention. Give historical context to the territories/accounts. Be present when the new rep’s Sales Manager is not available.

What the Fortune 500 List Teaches the Sales SVP

Sales Benchmark Index

Forward to specific managers within your organization. Ask each manager to click on the link for his area of responsibility. Tell managers to: review links. In this situation, the sales leader better be evaluating net new leads NOW. Talent Management.

Inside Sales Power Tip 115 – Be Social

Score More Sales

Yes, I know how busy you are – I was a seller with a quota and territory for many years. There are three major reasons you need to have regular time blocked off in your calendar for being social online.

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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?”

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Funnel management. HR Management. Lead Management. Time Management.

Inside Sales Power Tip 116 – Call Deep

Score More Sales

It’s funny how territorial people can get at their job, isn’t it? A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on.

The Pipeline ? 3 R's of Prospecting Success

The Pipeline

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. In the pas I have posted about leads being a renewable resource.

One Chart to Compel the CSO to Implement Your Sales Strategy

Sales Benchmark Index

“Businesses are idea marketplaces where business managers compete for attention, budget and headcount by selling their idea. Successful business managers, those rewarded with promotions, teams and bigger budgets, are the people who know how to sell their ideas effectively.”

Inside Sales Power Tip 103 – Plan Everything

Score More Sales

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory.

How to Fast-Track New Rep Productivity

Sales Benchmark Index

It’s every Sales Manager’s struggle. You’ve had an open territory for some time. A clear road map leads to quicker results. Most sales managers do not identify the key metric for onboarding success. Marketing / Demand Generation Campaigns / Lead Management.

How To 220

Essential Skills of Winning Sales Operations

LeadFuze

Sales operations in a B2B environment include quality lead management, strategic territory planning, contract and proposal management, forecasting, reporting, CRM management, and more. 4 Lead Generation. Lead generation skills start with a value proposition, which is a formal explanation as to why your product meets the buyers’ needs and details the delivery process. Curate quality content and branding to bolster lead generation.

The Pipeline ? Senior Personitis ? Sales eXchange ? 90

The Pipeline

Which brings us to their enabled and accomplice, their Manager. Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Funnel management. HR Management. Lead Management. Sales Management.

The 13 Least Known Sales Technologies

Velocify

With features like real-time leaderboards, scorecards, and contests, sales managers can create a data-driven sales team that is motivated to reach their goals. 4) Territory and Quota Management Solutions. About the Author: Jaime Lee is the content marketing manager at Velocify.

The Pipeline ? Take Time Out To Get Ahead ? Sales eXchange ? 133

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Interactive Selling , Planning , Proactivity , Productivity , Sales Strategy , Sales Success , Sales eXchange , Time Allocation , execution. Funnel management. HR Management. Lead Management.

The Pipeline ? Meaning of Value?

The Pipeline

As with many things that are relative and open to interpretation, you need to manage the situation to ensure the right outcome. Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management.

The Pipeline ? Intrepid Radio

The Pipeline

Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog. Sales and Sales Management Blog. Sales Management 2.0. Home About The Pipeline. Contest.

The Pipeline ? Goal Achievers Radio Interview

The Pipeline

Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog. Sales and Sales Management Blog. Sales Management 2.0. Home About The Pipeline. Contest.

The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog. Sales and Sales Management Blog. Sales Management 2.0. Home About The Pipeline. Contest.

The Pipeline ? Sales Force (Mis)Alignment

The Pipeline

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Funnel management. HR Management. Lead Management.

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog. Sales and Sales Management Blog. Sales Management 2.0. Home About The Pipeline. Contest.

The Pipeline ? Tactical use of Voice Mail

The Pipeline

Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog. Sales and Sales Management Blog. Sales Management 2.0. Home About The Pipeline. Contest.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Funnel management. HR Management. Lead Management. Sales Management. Territory Alignment. Time Management. B2B Lead Generation Blog. Sales and Sales Management Blog. Sales Management 2.0. Home About The Pipeline. Contest.