Lead Management Feed

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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The incomplete marketing manager: A Story

She said, with a somewhat quizzical look on her face, “What do you mean lead management? We have a CRM system; what else do I need?” This conversation was six months ago.

IStock_000013837268Small FaceElvira* is a marketing manager for a software firm. She’s been on the job for many years, has a staff, and is known for both her technical understanding of the company’s products and her writing skills. To her credit, she embraced the internet early and often. Social media in all aspects is another of her strengths, and she wields it aggressively in all outlets possible.

She uses HubSpot, but suspects that it’s not entirely the marketing automation system she needs, but “it’s getting there.” She has SEO’d her website, but suspects that the agency she uses is weak on this work aspect.

Her approach to lead generation has been moderate with trade shows, forms on the website, some webinars and pay-per-click. She left the choice and management of the CRM system up to a parade of sales managers, who unfortunately have come and gone to such a degree that she no longer names them…they are numbers. When I asked about the CRM system, she said that each new sales manager had his or her own favorite, and the cost and disruption of changing was something that had reluctantly been accepted.

"She said, with a somewhat quizzical look on her face, “What do you mean lead management? We have a CRM system; what else do I need?” 

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And People in Hell also want Ice Water: A Cowboy Sales Manager Whines about Salespeople

Some say it is the best story I have told. I told it to Dan McDade's readers on Viewpoint,  The Truth About Lead Generation.   


IStock_000008703366SmallHe stands 6’5” in custom-made cowboy boots and wears a wide-brimmed cowboy hat that cost as much as the boots. Likeable and direct, he pointed a lot and pointing makes me uncomfortable. Jabbing the air seemed like jabbing me in the chest, and as my mother would say, that’s impolite. But I know he is just western, real western, and he didn’t mean anything personal.

It was in answer to my questions about lead follow-up by salespeople that he grumbled, “And people in hell also want ice water.“

“If they just do their damn job and stop whining we’d all be better off,” he said with an interesting whine in his voice. He was frustrated; angry that the marketing spend wasn’t showing the ROI expected, and he blamed salespeople.

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Should leads be reassigned if a rep fails on follow-up? Listen While You Work!

In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry Troke tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.

 

Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management. 

Why it Matters: 

"Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is management's reward 75-90% of the time." 

Sales Lead Management Association

About Jerry Troke

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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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Is your marketing plan based on a sales lead forecast?

IStock_000075370299_Large (3)Starting January 1, if you have a calendar business year, you should have a new marketing plan with SWOT, Goals, Objectives, Strategies, and Tactics. The plan must be based on a sales forecast by product. It should state how many inquiries by product will be essential to make forecast and the sales quotas.

Each tactic should clearly state how many raw inquiries and qualified leads you will create to make forecast (if the tactic is lead gen based).

Budgets should reflect two approaches:

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10 Reasons to Prioritize ELEVATE - 30 Speakers

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The SLMA endorses the Elevate Event Sales Kickoff Event.  The speakers are tremendous and we are looking forward to the program.  Velocify did not pay for this endorsement.

Elevate

By Nick Hedges

If you are a sales professional or work with sales in any capacity, ELEVATE is an event not to miss. This free virtual sales kickoff sponsored by Velocify and the American Association of Inside Sales Professionals (AA-ISP), will help you and your team perform at their highest level in the coming year with access to more than 30 of the greatest minds in sales.

Still not convinced? Here are 10 reasons to attend ELEVATE:

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