Lead Management: Let’s Formalize this Relationship

Pointclear

Team-building exercises, sensitivity training, workshops; what hasn’t been tried? The creation of service-level agreements (SLAs) within a broader lead management strategy is a perfect example of such process. How long will teleprospecting have to accept or reject a lead?

How to Design a Fast Ramp Training Program

Sales Benchmark Index

Lead to Opportunity conversion. Pipeline generation and management. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training program should be designed with the rep in mind.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them? Funnel management. HR Management.

ROI 246

How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. If you are a B2B that utilizes webform to register inquiries, it is typically a Lead Development Representative (LDR). Look at your Sales Training dollars.

Buyer 305

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

Playing With Numbers – Sales eXecution 247

The Pipeline

I asked how many leads he picked up, he told me about a hundred or so. I took a bullet, in as much as he had to attend training. Now to be fair, there was little clarity from the organizations as to what was expected after the show, i.e. “follow up with all leads within 72 hours.”

Margin 317

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.).

4 tips to grow and develop your inside sales team

Velocify

Given the synergies with our recent research, we asked Richardson to provide insights to sales managers about how they can run their inside sales teams like a good coach and better leverage and develop the strengths of their team. Tip #2 – Allow time for training and development.

Sales Training Today Is For Extroverts – How To Change That?

The Science and Art of Selling

Most sales training is geared towards extroverts, chiefly for the fact that few introverts entertain sales as a viable means of generating an income, but when the introvert joins the ranks, they can bring a lot to the table that extroverts cannot. Assertiveness Training Classes.

Top Sales Leaders Obsess About What Matters Most

Velocify

Obsession 1: Feeding the lead machine. High-growth inside sales leaders depend on leads to fuel growth – lots and lots of leads! Purchasing leads is expensive and not all of them perform as well as others. Each company has rigorous standards for training and onboarding.

eBook 60

Sales Training Article: Are You Ready for 2014?

Customer Centric Selling

Sales Training Article: Is Your Team Ready for 2014? If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. Lead Management: Someone who form-fills isn''t a sales-ready lead.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

Velocify

But with so many new and untested solutions coming out, could sales organizations be facing an overwhelming list of choices, integration challenges, and sales training nightmares? They’re knowledgeable about leading and leading-edge sales technologies.

Study 60

The Road to APSCU: Q&A with Dr. Jim Hutton

Velocify

Dr. Arthur Keiser, Keiser University chancellor, saw this knowledge gap and the need for graduate training for career college presidents and leaders when he was pursuing his PhD. There are literally hundreds of MBAs and other management graduate degrees.

Sales CRM for Small Businesses with BIG Ambition

Velocify

With Leads360 Express, sales managers will gain more control, visibility and peace of mind. With Express, reps work smarter with prioritization rules ensuring they are always working the most important opportunity, while not letting un-contacted leads go forgotten.

New Leads Study Supports Quickness and Follow Up

Score More Sales

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time.

Four Components to Optimize Your Sales Organization

Braveheart Sales

Lead management. Lead nurturing. Pipeline management and review. A simple way to improve team sales effectiveness is to insure sales managers are spending 80% of their time motivating, coaching and holding their people accountable to appropriate activities.

Tools Every Account Executive Should Have

CloserIQ

2) Pipeline management tools. A good pipeline management tool can show you what opportunities are in the pipeline, which are most likely to close, and what specific actions you should take next in order to close the deal. 6) Project management platform. Training

Salespeople Must Accelerate Response or Fail

Pointclear

If he isn’t handy, bring in Susan, the department manager. As it turned out, the SE wasn’t available, but the manager was and she answered Steve’s questions. This is one of the 56 reasons companies fail to reach revenue forecasts and what to do about them, which appears in a recently released ebook: How to Turn Around Failing Sales available at the Sales Lead Management Association. B2B Sales Sales Training Guest Blogs Prospecting Questions

The Pipeline ? It's Not Always Easy

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Those same indicators should then be utilized to refine training strategy and implementation.

Top Social Selling Tools

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Building Strategic Partners Video Interview by Jill Konrath of Lori Richardson

Score More Sales

and one of “20 Women to Watch in Sales Lead Management”. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now).

Video 189

Watch Sales Videos and Improve Your B2B Sales Skills

Score More Sales

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills.

B2B 279

Discussion Continues on B2B Sales Influencers

Score More Sales

We will build on the previous discussion as we hear from influencers Colleen Francis of Engage Selling , Anthony Iannarino of The Sales Blog , and Kelley Robertson of Robertson Training Group. and one of “20 Women to Watch in Sales Lead Management”. image courtesy of Extole.

Successful Podcasts' Share Seven Qualities

Pointclear

An hour is too long (most producers will agree) because the listener has probably reached their destination, come in from walking the dog or run their training circuit. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Funnel 151

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. A sales dialer is great for sales teams dealing with a high volume of leads.

Using Phone and eMail to Close Business

Score More Sales

Recently there was a report published on converting B2B sales leads into deals that we blogged about. The big statistic everyone was talking about was that when a lead is contacted within ONE minute of a potential buyer inquiring, the chances to convert that lead increased a whopping 391%.

Looking for Women B2B Sales Lead Generation Experts!

Score More Sales

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management.

When Was Sales Not Social?

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

When One Out of Ten is an Abject Marketing Program Failure

Pointclear

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” To start, Bob had to project the number of sales and dollars that would result from the leads he gets.

Books on Sales and Marketing Help Fight Hunger

Score More Sales

They are top sales books, marketing / branding books, training, team building, and a couple of wild cards thrown in too. One of my weaknesses, as a “student of sales” and as a “student of life” is in buying business books.

Just in Time B2B Sales Resources

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Using Your PRM for Channel Sales Enablement

Allbound

At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. Encourage self-guided training. Streamline lead generation.

Head Shaving to Fight Cancer, Part 2

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

How Sales Operations Can Breathe Life into the Sales Strategy

Sales Benchmark Index

Specifically, I’ll discuss designing sales training focused on Buyer Personas. Train Your Sales Team on the Buyer. You make sure your training materials are up to date. They’ll have been trained on the Sales Process. Fix Your Training.

There is Always Room for a New Client

Score More Sales

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters.

Why Don’t Companies Want to Talk to Anyone?

Pointclear

This is Jim Obermayer from the Sales Lead Management Association. Sales Lead Management Association. It seems the younger the management staff, the more of an issue it is to actually talk to someone. And for goodness’ sake, make sure those who do answer the phone are trained in basic phone etiquette. J am es Obermayer is founder of the Sales Lead Management Association. It’s truly strange when companies enter the stealth mode.

Resource for Top B2B Sales Blogs

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Top 10 Tips for Voice Mail Success in Sales

Score More Sales

Lead with credibility – mention a vendor, a client, or a strategic partner. If you make your living trying to connect with people by phone, through email, or a combination thereof, start thinking more scientifically first, about what you are doing and saying.

Vendor 312

“Tell Me Who Your Friends Are and I'll Tell You Who You Are."

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. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing. You see, managing sales leads involves a system, not one function. Parts—sales inquiries, leads, software, and fulfillment.In

Inside Sales Power Tip 128 – Outbound + Inbound

Score More Sales

What if you received a handful of good leads that are above the efforts of what your team is already doing outbound? Often a company denotes one person on the inside team as the one who gets handed the inbound leads from the marketing team.