Increasing sales productivity – 7 steps to improving lead qualification

Sales Training Connection

Lead Qualification. Well, there are several possibilities, but let’s explore one that’s often overlooked – getting the team better at lead qualification. When it comes to lead qualification, it is equally important to turn attention to influencers.

Do You Know How to Make Lead Qualification Work for You?

The Sales Hunter

As a salesperson, you know that lead qualification is vital to being successful. But what is the best approach to lead qualification? Make Lead Qualification Work for You: Sales Experts Share Their Best Strategies from […].

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. PointClear is known for its perseverance.

The Ultimate Guide to Lead Qualification for Inbound & Outbound SDR Teams

Sales Hacker

In this guide, I will teach you the fundamentals of Lead Qualification for inbound and outbound sales development, and give you actionable steps you can take to maximize your Revenue per Lead. What Is Lead Qualification? P-MAP and other qualification methods.

The Power of the Human Voice in Lead Qualification & Lead Nurturing

Pointclear

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation.

Lead Qualification & Lead Nurturing: Whose Job Is It?

Pointclear

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Who should process leads?

3 Inbound Sales Lead Qualification Mistakes to Avoid

SalesGravy

Savvy B2B companies invest in and teach in inbound lead gen skills to their people. It helps you gain valuable visibility into the intentions of your sales prospects, and gives you a way to organize your sales process around your best sales leads

He said, “One of us is wrong, and it surely isn’t me!”

Pointclear

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. Lead Generation Lead Qualification Sales Leads

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak! You’re weak!”.

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How to Refine Your Sales Methodology

Pointclear

I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. Lead Generation Lead Qualification

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Pointclear

But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*.

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it.

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Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it.

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Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Get an agreement on a qualified lead.

It’s bad selling to pursue bad business – An STC Classic

Sales Training Connection

One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Getting lead qualification right requires a laser like focus on two issues – funding and fit. A Classic – ’63 Corvette.

The Quest for Good Leads: Are You Asking the Right Questions?

Pointclear

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates.

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Pointclear

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Lead Qualification

It’s bad selling to pursue bad business

Sales Training Connection

One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Getting lead qualification right requires a laser like focus on two issues – funding and fit. Good vs. Bad Business.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Pointclear

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Pointclear

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

Scheduling an Appointment With an "Uncloseable"

Pointclear

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from. One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016.

What Should the Sales Close Rate Be?

Pointclear

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately.

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

Pointclear

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified.

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Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

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Pipeline management – make sure what you’re chasing is worth catching

Sales Training Connection

This means that the spotlight on the age-old topic of lead qualification just got a little brighter. Sales Lead Qualification. Since lead qualification best practices tend to be somewhat specific to the type of sale, lets focus this discussion on the major B2B sale.

Meet Your Clients Where They ARE and Sell More Faster!

KO Advantage Group

Sales sales cycle sales process understand the client sales prospecting closing the sale lead qualification proposalsHow do you know if you’re talking to a “Decision Maker” or “Influencer” when navigating the sales cycle?

The Biggest Qualification Flaw

The Sales Leader

Generating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit for your business…what good is it doing? Sales Coaching motivating employees optimizing sales Pipeline Management qualification process sales qualification sales quota selling The Sales Leader

3 Killer Strategies to Create Your Perfect Client Hit List

KO Advantage Group

TOPO, a leading sales and marketing company shows that it takes 18 dials to connect with a buyer. relationship selling sales call preparation lead qualificationIf you’re like me (when I started), your hand likely nervously reaches for the phone as you prepare to cold call potential clients. Let your nerves subside. Don’t focus on the idea that you MIGHT get a negative response. Focus on the positive outcomes that a new business connection WILL bring to your sales success.

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.

3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing Management

Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development. Issue Date: 2012-12-10.

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Sustainable Sales Success - Tip #12 Disqualification

Increase Sales

One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success. Most of the reason for not qualifying sales leads returns to the lack of a strategic plan.

What 15K Demos per Year Taught Us About Converting Inbound Sales Leads

DiscoverOrg Sales

We had a team lead, whose job was daily cheerleading – but the role of ‘manager’ on the Inbound team didn’t exist.” We have the following goals for each SDR: 40 dials per day to inbound leads. 90-second “speed to lead” response time. Speed to sales lead.

Vote for Kimmy Netterville, an inspired sales lead management leader

Pointclear

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

Are You Caving on Price in Your Sales Negotiations?

No More Cold Calling

In Shawn Karol Sandy’s excellent post, “ Six Ways to Make Sales Negotiations Less Painful and More Profitable ,” she puts her finger on the #1 problem: poor lead qualification. Want to empower your team with the most effective lead generation strategy for B2B sales?

Why would a company ever outsource anything?

Pointclear

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. And, as Finkelstein says, “change the game on competitors, operating in bold, unexpected ways that are simply better” by outsouring your marketing and B2B sales lead generation.

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Pointclear

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 22% of more than 20,000 raw leads converted to qualified leads.

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. In fact, you may not even see any leads in this time period.) Expect two qualified, sales-ready leads per FTE per week.

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.

The Truth About Leads, Marketing Automation and Strategic Account Management

Pointclear

I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads. With C-level executives at these firms, correct lead qualification and lead nurturing strategies require proactively engaging and building personal relationships rather than expecting technology to provide sales-ready buyers.

Who We Serve. Why it Matters.

Pointclear

What they have in common are complex sales processes, and the need for outbound account-based marketing services that generate high-quality leads for sales. But there’s a long answer too: PointClear provides lead generation, lead qualification and lead nurturing for a variety of companies. For those not yet on our client list, let’s talk about working together to provide the 100% sales-qualified leads your sales needs

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

Pointclear

Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Ardath Albee (Marketing Interactions) disagrees (and I do too): “A form completion is a lead. Sending sales leads that suck is a lose-lose plan. Read “How Much Do Your Leads Cost” to understand why.

Listen more, talk less … and drive more revenue

Pointclear

If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to deliver high quality leads that sales will follow up on. 6 skills required for active listening. You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener.

The Perfect Lead

Pointclear

Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? What is wrong with these formulaic approaches to lead qualification? Requiring budget and timeframe to qualify a lead (other than those for low-priced commodity offerings) ensures that you are eliminating some of the best opportunities. I don’t think there is such a thing as a perfect lead. All leads have warts.

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