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31 Facts About Sales Leads and Sales Lead Management

Those with a $ dollar sign lead to immediate increases in sales. IStock-533903997

Many of these “facts” are found in SLMA blog entries and in the SLMA Resources-Articles section.  Velocify’s references are from resources-white papers –which they excel at. Many are from Hubspot’s 107 Mind-Blowing Sales Statistics That Will Help You Sell Smarter.  In addition, some are in the books authored by James Obermayer: Managing Sales Leads, Turning Cold Prospects into Hot Customers, and Sales & Marketing 365.  He is also co-author of Managing Sales Leads, How to Turn Every Prospect into a Customer, and Find Lost Revenue

  1. $ 45% of all B2B leads turn into a sale for someone within a year. (Sales Leakage Consulting)
  2. 26% of B2B leads turn into a sale within six months. (Sales Leakage Consulting)
  3. 10-15% of leads turn into a sale for someone within three months. (Sales Leakage Consulting)
  4. $ Follow-up of sales leads by a salesperson is 10-25%.(Sales Leakage Consulting)
  5. A CRM software system is not the sales lead management process. It is a part of the sales and marketing process.  (Sales Lead Management Assn.)
  6. $ Sales lead nurturing programs increase perceived sales lead follow-up and increase sales from 200-300% from sales leads. (Sales Lead Management Assn. and most of the marketing automation software companies)

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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?”

Sales Lead Management Association

 

“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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