All Entries Tagged With: "lead generation"
Building a Smarter Leads List
So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” …and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone… and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here for six years.” That’s not a great way to build credibility… is it?
It’s time to take matters into your own hands! Step away from the phones for just one day and take the following three actions…
4 Targeting Tips to Improve Your Prospecting
Dirty databases kill morale. It’s so difficult to reach decision makers these days. More than ever, sales success is dependent on our ability to be more efficient. If you are like most sales people, you are working through a combination of various leads lists and, those who are wise, are managing their most targeted contacts in a CRM.
Most sales roles require high activity to achieve quota, and so we get wrapped up in call, call, call… persist, persist, persist. Ironically, the very thing that drives our success can also get us into trouble. This is especially true if you have a ridiculously large list of unqualified leads to filter through.
3 Ways to Get the Inside Scoop and Find New Prospects!
Written by Silvia Quintanilla
Salespeople are under a lot of pressure to win new business, so I’ve come up with some ideas to help you and your sales team meet your goals. The good news is your prospects are “hiding out” in some very public places. When you are looking for a way in, look for a project or challenge the prospect is facing that matches what you sell! Here are 3 ways to get the inside scoop and find new prospects…
The Truth About What’s Happening In Sales
I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”
Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people are currently facing. I’ve picked a few segments of the interview to share with you today…
Hot Leads Getting Colder by the Minute
A couple of weeks ago, I posted a reader Q & A regarding lead conversion and engaging prospects who are “just looking.” Special kudos go out to those of you who offered some really good ideas!
In addition to highlighting reader comments, I also promised everyone that I would share my own ideas if I found anything missing. There’s just one tip I would like to add. It’s very simple, but critically important…
Is Your Internet Marketing Generating Hot Leads?
Quality lead generation is one of the biggest challenges sales teams face. I recently had an excellent Reader Q&A submission from Steve Richard, Co-Founder & Head of Training at Vorsight.com. He asked me to share it with all of our readers. Before asking the question, he described the “just looking” scenario we all face…
Question: How do you engage your web marketing leads to move them from “just looking” to “I’m interested”?
That’s a Bunch of Sales Talk
I recently had the opportunity to join Joe and Mike on the SalesRoundup Podcast. Checkout the rundown of all the things we talked about during the podcast… then press the play button at the bottom of the post to listen to the show!
Cold Calling Dead or Alive
If you missed the last post, Compelling Argument Against Cold Calling, it is piece you have to read several times to take it all in. I think there are two key issues. The first is cold calling and the second is lead generation. I’ll set the record straight. If you are in sales, cold calling isn’t optional. It is a must… but, most organizations are not being strategic enough about their cold calling approach and many are not focused at all on lead generation tactics.
Compelling Argument Against Cold Calling
By Jeremy Miller
Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.
Pump Up the Volume!
Sales people must have an ability to filter. That means working through a lot of potential business and prioritizing opportunities that will close now along with deals that will close in the future.
A strong pipeline is going to payoff now and it pays again later.
