"LinkedIn is Dead!" -- loudly proclaim all the B2B sales professionals around the world as soon as they fail to generate B2B leads and sales on LinkedIn... The. Worlds. Largest. B2B. Network. If this is you, or you've been starting to feel like LinkedIn's turning into the "Facebook for professionals"... You know... the mudslinging battleground really more [...]
Optimized Lead Generation Lead generation requires us to understand and follow the different stages of engagement that a business prospects progresses through. By analyzing a buyers "digital body language' you can categorize buyers as the following: Inactive Aware Engaged Interested Needs Analysis of some sort Solution Presentation Solution Proposal Commitment and Negotiation Closed Deal At [...]
Basic questions to ask about your marketing spend regarding how to improve lead generation: How much will it really cost? Is the objective clear: Are we looking to gain awareness, interest, or response? What are the expected results? On what basis are those results expected? Best and worst cases. Would you approve the campaign if [...]
Many companies generate leads, but do not track how those leads convert into new accounts. It is important to have feedback and insight from your sales team. To really bridge this gap between sales and marketing you need to cultivate a team that cares about the others success. This Gap between lead generation and closures [...]
Lead nurturing is the process of building a meaningful relationship with prospects that are not ready to buy and moving them through your sales funnel by engaging, communicating, and "keeping in touch" with them regardless of time. While nurturing leads, you always want to maintain that permission to continue to educate them until they are [...]
I found these Tips to be helpful in managing my different accounts I hope you do as well: Get rid of what you don’t need: Prospecting lists can get messy. Sometimes a company will be imported with so many contacts it actually is a better use of your time to weed out the ones that [...]
Our attitude should be one in which we have not arrived, but always need to be adding value to our clients. As a customer service rep, or salesperson you should never consider yourself done with any client because of past success. I have had plenty of calls where I left feeling as though I blew [...]
