Top Sales Lead Management Mishaps

Velocify

Businesses spend billions to attract ready buyers, generating a vast number of leads. Despite this, research shows that sales reps typically do a poor job of managing their leads, at the expense of their company’s revenue potential. 1) New sales leads are not even being contacted.

Lead as a Shepherd Leads

Increase Sales

What image comes to mind if I would say to you “Lead as a shepherd leads?” These images are for the most part positive images and we associate the word lead with specific visual images stored in our memories.

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Trending Sources

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. There has to be an easier way to score qualified sales leads! Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. Lead generation is tough. Ensure every lead is qualified.

The Good, Bad, and Ugly of Sales Lead Response [Infographic]

Velocify

While it doesn’t make sense to return to the wild west of selling, it might be time to get back to some of our roots, as evidenced by some downright ugly stats on poor sales lead response tactics.

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6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results. Of course leads are the desired outcome of most marketing programs.

Building an Effective Lead Management Process for High-Growth Sales

Velocify

Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively. Balancing Lead Volume and Flow.

How High-Growth Companies Buy Leads

Velocify

Leads are expensive! Naturally, companies only want to invest in lead generation channels that yield higher returns. With some companies struggling to see value in purchased leads, this begs the question: Should they continue to buy leads or just cut them altogether?

Which is More Valuable: A Lead or Subscriber?

Sales Benchmark Index

Article Marketing Strategy b2b marketing Demand Generation lead vs. subscriber marketing strategy value of a lead value of a subscriber

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What Percent of Leads Should Sales Close?

Pointclear

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition. Lead definition. Lead cost. Process for following up on leads. Lead nurturing. per so-called lead. Lead Rate.

What Does It Take to Create & Convert Leads (and also Hire Those Who Will)?

Anthony Cole Training

What does it take generate and convert leads and hire sales people who can consistently perform this ultimately necessary job? Prospecting sales leads generating leads how to prospect create & convert leads

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Is Your Sales Lead Response Strategy More James Bond Than Maxwell Smart?

Velocify

Sales professionals may be under the impression that their lead response efforts are timely and effective, but Velocify analysis of actual calls, voicemails, and emails shows that, for many of them, sales lead response tactics are more likely to be in need of an upgrade.

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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 Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

Pointclear

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. Correctly emphasize the ROI value of qualified leads over their cost. Cost-Per-Lead.

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

A LinkedIn connection is not a sales lead. In fact, after looking at your profile I would like to loop in our VP of Marketing, (Name), and invite you to our free Strategy call for lead generation and list building. Your #1 Lead Generation Social Tool.

Create a Feeding Frenzy: 4 Types of Sales Leads for Your Shark Tank

Velocify

What happens to leads that don’t result in a closed won deal? But if you’re looking to get more mileage out of your leads, consider the shark tank tactic. A shark tank is an effective way to revitalize aged leads. Leads you spoke with who didn’t express interest are your squids.

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5 Questions to Guarantee Qualified Lead Generation

No More Cold Calling

The problem might be a lack of qualified leads. If their lead generation activities weren’t producing qualified leads , those sales efforts were doomed from the start. Regroup, learn, debrief, and change the way they approach lead generation.

Sales Leads - The Downfall of the Thrill of the Chase

Increase Sales

These “hunters” love to find and chase down sales leads. The problem for the salesperson is the activity associated with hunting for new sales leads. For the SMB owners, executives or sales managers, the constant churning of sales leads is expensive.

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Infographic: How to use SMS to win love, leads, revenue

Velocify

As it turns out, nurturing a lead is surprisingly similar to nurturing a personal relationship. The post Infographic: How to use SMS to win love, leads, revenue appeared first on Leads360 Blog.

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Stop Leading The Witness

The Pipeline

In these dramas, you inevitably run through the usual clichés, (just like sales), one of them being the usual set of actions by one attorney leading to an objection by the other, at least one for every five minutes of courtroom sequence. By Tibor Shanto – tibor.shanto@sellbetter.ca .

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Can You Lead You?

Increase Sales

Much of the discussion, articles, videos, and books about leadership is about leading others. Possibly there is an existing assumption that leaders can lead themselves. Maybe if they had greater clarity around this question of “Can you lead you?”

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A 5 Step Guide To Better Leads

Sales Benchmark Index

Most sales professionals have relied for too long on Marketing to provide leads. In addition they complain the leads are unqualified and a waste of time. Sales Managers, there is a way to teach reps to get better leads. Sales Management Leads Prospecting Sales Manager

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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?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Can Marketing Provide Quality Leads?

Sales Benchmark Index

Are your reps happy with the quality of leads marketing provides? Lead quality is one of the biggest complaints we hear from our clients. This is where the best leads can come from. Lead Generation LeadGen Leads CMO Marketing Resources

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Study: Think duplicate leads are all bad? Think again.

Velocify

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. Among lead generators and sales teams alike, there’s often confusion or disagreement about duplicate leads and how to best handle them.

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More Sales Leads by Tomorrow

Sales Benchmark Index

Creating a high volume of qualified leads is a heavy lift. The VP has 3 requirements of any lead generation effort: This will make us better tomorrow. The ability to get reps generating their own qualified leads. Why: Reps can’t be waiting around for qualified leads.

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Lead Generation and the Use of “Pareto Thinking”

Jonathan Farrington

For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities. Generating leads is of course, an important sales activity that plants the seeds of […]. Lead Generation

Don’t Confuse Recommendations with Referral Leads

No More Cold Calling

Sure, referral leads are top-notch, but they don’t just appear. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads. They have their own jobs to do and lives to lead.

The Goldilocks Principle for Sales Leads

Smart Selling Tools

The point I want to make here, and the reason this has anything to do with sales leads is this: Goldilocks wasn’t looking for as many bowls, chairs, and beds as she could get her hands on. It’s here where we can segue into the topic of sales leads.

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How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! I could picture the sales rep on the receiving end of that lead generation form, already ramping up to barrage me with emails and stupid cold calling scripts. Referral Lead Generation Takes Personal Connections.

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.” First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio. Lead Management

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads. CEOs need to care about lead outcomes.

Need More Leads? Fix Your Marketing Strategy

Sales Benchmark Index

Did your team provide enough leads for your sales leader? Lead Generation CMO Resources CMO Marketing Strategy There is one month left in Q3. This is the time of year leaders begin to plan for 2015. As you look back on 2014, did your marketing team accomplish their goals?

Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” Sales reps must generate a consistent stream of qualified sales leads.

Looking to enhance sales lead performance? Put process before technology.

Pointclear

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected. That is, by not using a cost-per-lead metric.)

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It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What is the % of leads at the top of your funnel that actually become customers? Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospectingWhat does your sales funnel look like? Is it full of junk? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].

Increasing Lead Generation to Opportunity Ratio -  Several Steps Required!

Anthony Cole Training

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. sales prospects sales leads generating leads how to prospect

Qualified vs. Unqualified Leads

Salesfusion

The post Qualified vs. Unqualified Leads appeared first on Salesfusion. Lead Nurture Nurture Marketing

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When Bad Things Happen to Good Leads - Part 1

Pointclear

There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. Lead Nurturing In and of itself, marketing automation is not a bad thing.

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The Continuing Sales Leads Dilemma - Quantity or Quality

Increase Sales

Sales leads are the life blood for any person selling. This belief is put enough sales leads into your sales funnel and eventually gravity will pull at least a few of them through. How many social media sites do you actively engage in to reach more potential sales leads? Additionally the quantity tactic is more than likely to catch a lot of unqualified sales leads (tire kickers) and it does take time to sort through all those leads.

How Much Did That Lead Cost You – Honestly?

Jonathan Farrington

Here’s an interesting question for you: How much is it costing your company to generate one lead? Here’s another equally interesting question: How many leads does your company need to generate to create one sale? What number of leads were generated? ?

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