Lead Management Feed

Those Who Know How to Harvest Are Few

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Click here to listen to the talking blog: Those Who Know How To Harvest are Few

 

You say, “Is he nuts? Of course I know how to harvest, that is what marketing does.”

Maybe I should ask, how is CRM and Marketing Automation processes working for you after the harvest?  Both are valid questions.  Both entwined with each other.  Both dependent on each other in a performance oriented dance that is more easily measured than most people let on.  

Harvesting and processing leads?  Without the two working together, your company has squat.   I know that is blunt, but if you accomplish the harvest bit, using the CRM system correctly and the marketing automation system efficiently is a very fair question.

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Mastering the Sales Lead Process for Inside Sales - eBook from VanillaSoft - Review

Slma-recommended-187Why It’s Important:

“Statistics show that a large portion of leads fall by the wayside because of inadequate lead management systems, poor organizational skills, and varied levels of diligence among salespeople.”

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 e-Book Title:   Mastering the Lead Management Process for Inside Sales

Published by/Authors:   VanillaSoft

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D.Lewis - Managing Sales is Always Linked to Managing Leads

Why its Important

"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail.  It can be prevented.”

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It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again.  They buy software and assume it is solved.  They train salespeople and assume it is solved.   It appears to be solved until it isn't; forecast flop,  sales lag and sales managers fail.  It can be prevented.

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J.Jeffery of Velocify The Unpleasant Reality About Voice Mail, Call and Email Lead Management

IStock-803994860Listen and learn

While you work

Why it’s Important:

”This Velocify research report is the most credible and significant study on what to do about sales lead response failures that I have read. Companies that precisely following this roadmap “without deviation” will significantly increase revenue and achieve their forecast, while simultaneously increasing their marketing ROI. This study points up the value of a sales lead management process.”

James Obermayer

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How research truths will set you free:

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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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