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Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results"

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Why it’s Important

"Sales Performance is tied to sales lead performance, which is tied to your marketing budget. Period." 

James Obermayer

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Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results.  Everyone wants results, but nobody wants to do what it takes to get it done!”  

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How to Implement Sales Lead Automation & Double Sales in 30 Days by Gabe Buck. Listen While You Work!

This is a fascinating interview with Gabe Buck, CEO of Clickpoint.   Gabe makes some very bold statements about how to:

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A Story: How a Marketing Manager Learned to Build a Demand Creation Plan Based on Sales Quotas

IStock_000018180137Small“How do you know,” I asked the marketing manager, “how much money to spend on marketing, and how many inquiries and leads to produce?”

“I do what we generally did last year, and create as much demand as I can,”   was her reply.

“We have a marketing plan,” she continued with some obvious pride. “And we list what we have to do for the year and stick with it.”

“When do you consult with the sales manager about quotas?” I asked.

“We don’t really…well kind of, because we know the forecast he has to hit,” she said with some doubt in her voice.  “Why do you ask?”

“The issue is if you know the sales forecast for the whole year, you also have access to quarterly and monthly forecasts, as well as the salespeople’s individual forecasts.  Armed with this information, you’ll know how many inquiries and leads you have to create per salesperson based on the average closing rate per product.”

“Umm, so what you’re implying is that I should create the number of inquiries each rep will need to make quota based on their closing ratio?”

Why its important?

“Umm, so what you’re implying is that I should create the number of inquiries each rep will need to make quota based on their closing ratio?”

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“Yes, but you needn’t go all the way to the rep level on their closing ratio,” I said.  “You can take the average closing rate of the

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David Lewis on Building a Demand Factory. Listen While You Work!

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This program originated with Leadspace Radio, the host is Damon Waldron and his guest is David Lewis  of  DemandGen.  Leadspace Radio is broadcast on the SLMA Live channel by Leadspace 

Davidlewis_lsradioHear top demand generation expert David Lewis tell you how to build your own lead generation demand factory. He maps a plan

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Named Account Marketing: New Tools and Techniques to Reach a Limited Universe

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Some B2B marketers know exactly what accounts are in their target market.  What a luxury!  These marketers can eliminate the old “spray and pray,” and focus all their attention and investment in a finite universe of prospects and current customers.  It’s almost like mass customized selling, with maximum coverage and minimal waste.  Best of all, a number of new tools and tactics are now available to do the marketing job efficiently. 

I’ve been involved a few situations like this recently.  At DMA14 in San Diego, I heard a fascinating talk by Mark Rentschler, marketing director at Makino, a large manufacturer of machine tools.  They have spent a few years building a database of the 6,000 accounts they already do business with in North America, plus another 6,000 prospective accounts.  Makino’s approach?  “Laser focus,” says Rentschler.  “These are the accounts we pay attention to.”

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How does Pay for Performance work in Lead Generation?

Not every company has the guts for it, or the experience to pull it off.  

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Pay for performance is an interesting topic in lead generation.  In this interview with SalesStaff CEO David Balzen we get an understanding of the what it takes for a pay-for-performance model to be successful for both parties. Certainly many companies want someone to take all of the risk while they reap the benefits of new sales.  We’ll see how this works and the pitfalls for both parties.   The host is Jim Obermayer.