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- Improving Lead Conversion Rates
- When trying to grow a business, finding potential new customers—known as leads—is just the beginning. Before they can benefit you in any way, those leads must be turned into sales. This process can be approached systematically. First, you must ensure that the leads are suitable in the first place, which...
- Articles 2007-05-08
- Why Landslide Will Replace CRM
- Razi Imam, CEO of Landslide, relates the genesis of the company and how he figured out what a top salesperson does—and then explains how his technology can replicate that.
- Videos 2008-12-17
- Finding Better Lead Information on the Web
- Michael Souza, VP of sales at Zoom Info, explains how the company gathers and organizes information from business websites to make it easy to search and sort -- saving sales representatives lots of time.
- Videos 2009-09-16
- Aligning Sales with Marketing
- Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info, explains that by understanding who your customers are and what segment you're going after, marketing and sales can focus their efforts to be more useful to each other. Too often, he says, each department feels ignored by the...
- Videos 2009-03-18
- Demand Generation vs. Lead Generation
- Michael Scher, founder and president of Frontline Selling, discusses the differences between demand generation and lead generation in high ticket industries. One of the challenges is that high ticket items usually require a senior executive to sign off—and those executives are not always readily available.
- Videos 2009-06-12
- Nurturing Sales Leads
- Phil Fernandez, President and CEO of Marketo, says that many companies today are not managing sales leads effectively. He suggests ways to utilize the marketing department to monitor and motivate leads and encourage them into the sales cycle.
- Videos 2008-12-05
- Be Smart at the Start
- How do you fill your sales funnel with high-quality leads, especially during a recession? Paul Staelin, co-founder of Birst, advises analyzing your own data and taking a close look at average sales cycles, deal sizes and close rates.
- Videos 2009-09-22
- The Five Rules for Lead Generation
- On Monday, I asked what subject matter to tackle first as we look at selling during difficult economic times. "Lead generation" emerged as the winner, so here goes: According to scientific research from CSO Insights, sales professionals believe that only 23 percent of...
- Blog posts 2009-03-25
Additional Resources
- Getting The Most From Bingo Leads
- Bingo leads: those lists and sticky labels receive from magazines that carry advertising. Many salespeople consider these "leads" worthless, giving them little attention. Too bad, because the perceived poor quality of bingo leads usually results from poor sales follow-up. Consider these ideas for Getting The Most From Bingo Leads. If...
- White papers 2003-01-01
- How to Generate Your Own Leads.
- How to Generate Your Own Leads.excellentGood work Geoffrey! I am looking forward to the coming blogs on this topicRE: How to Generate Your Own Leads.Is this supposed to be a revelation? Referral business always results in a higher closing ratio than other methods that reach out to prospects that...
- Discussion threads 2007-09-05
- Are Trade Show Sales Leads Worth It?
- I recently heard Lars Nilsson, vice president of field operation for the security firm ArcSight, describe his experience with generating sales leads at a trade show. Based on my notes, he said: We spent $100,000 to have a booth at a big security trade show. ...
- Blog posts 2008-11-24
- Do Your Marketers Produce Good Leads?
- What, exactly, are your marketeers doing? The reason I ask is that research suggest they probably aren't generating good leads -- even though they think they are. Jim Dickie of CSO Insights, speaking at the recent Sales 2.0 Conference, revealed the results of...
- Blog posts 2009-01-26
- Lead Management: Proven Strategies for Managing and Increasing Leads
- As a marketer, a person knows that leads are only as good as the company's ability to respond appropriately and track them through the sales process. If the person is experiencing any challenges in managing leads or needs to increase the number of highly-qualified leads, this paper will be of...
- White papers 2004-07-01
- What Do Leads Really Mean to Your Bottom Line?
- Creating an effective lead follow-up system can be the backbone to a consistent real estate sales business. The more effectively you handle the leads you generate, the more production you will achieve. There seems to be a feeling of security in having a lead. We feel warm and good about...
- White papers 2003-01-01
- E-Leads live.(Builder tech: new gadgets. New systems. New future)(BeHomeWise)
- BeHomeWise recently went live with E-Leads, software that passes Internet sales leads through a gateway managed by BeHomeWise directly to builder salespeople. Robb Cohen, CEO of BeHomeWise, says the Washington Post Co.'s New Homes Guide started using E-Leads in September, and American Home Guides was also...
- Research articles 2003-11-01
- How to Generate Your Own Leads.
- As I've pointed out here and here and here, most B2B marketing activities waste money. Even when marketing groups are doing what they're supposed to be doing - generating qualified leads - they do it in a way that's inherently wasteful. For example, advertising and direct mailing...
- Blog posts 2007-09-04
- Generate And Manage Leads
- As a personal financial advisor, you need to generate new business in order to be successful. Before you begin making those painful cold calls or handing out business cards at conferences to drum up business, consider another approach. Build a lead generation plan that defines the number of leads that...
- White papers
- Happiness Leads To Productivity? Not So, Says Psychologist
- Happiness Leads To Productivity? Not So, Says PsychologistHappiness in workHappiness in work realy works! Every morning in my company we make exercises with the whole staff and since I started making this I started felling happier end more productive at work.RE: Happiness Leads To Productivity? Not So, Says PsychologistI don't...
- Discussion threads 2007-12-11
- Trade leads
- These international trade leads are provided as an informational service by the Indiana Department of Commerce. The opportunities do not represent an endorsement by the Department of Commerce. Verification of these leads is the responsibility of the reade These international trade leads are provided as...
- Research articles 2003-11-24
- Trade leads
- These international trade leads are provided as an informational service by the Indiana Department of Commerce. The opportunities do not represent an endorsement by the Department of Commerce. Verification of these leads is the responsibility of the reade These international trade leads are provided as...
- Research articles 2003-08-18
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