Lead Management Feed

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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The 7 Most Important Words that a CEO Can Say!

The seven most important words that a CEO can say is, "Follow-up 100% on all sales leads!"

Some of the highlights included:

Sales, the prospecting is fundamentally a marketing activity, right. If you have your salespeople out marketing, they're trying to create interest in the product.

That's a marketing – you're only doing that because – hopefully you're only doing that because you're not getting a substantial enough flow of leads into the – good quality leads into the company. So you're doing it by necessity.

They've gotta follow up leads, they've gotta make quota and they've gotta fill out their expense reports. And only two of those are really mandatory. The third one – the first one, if you have 100 percent follow up of the sales leads you'll be doing three to four times better than your competitors. Who's going to win?

...They were not following up their sales leads. The CEO thought his problem was he wasn't generating enough leads. And the fact of it is he was. The ones he was generating just weren't being followed up.So I said, "Here, I can change that for you in five minutes." And so what I said is, "You know, here's our process. Here are the leads

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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?”

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Call for beta users for SLMA Members! Download Spiro to better manage deals and income!

IStock_000038306980LargeSLMA members who have an iPhone and use Salesforce.com are invited to join Spiro’s private beta program.

Sales professionals  are always looking for ways – whether those are organization methods or technology solutions – to better manage leads and be more successful in their careers. One tool that I’ve recently come across that helps sales reps do just that is Spiro – the personal sales assistant for quota-carrying salespeople who want to make more money. Spiro is now in beta and looking for salespeople and managers to try this new tool.

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Are Sales Leads a Perishable Asset?

How leads are managed makes the difference between a squandered investment or a measurable return on investment!

This article in its complete form has been published on the eti Sales Support sales and marketing blog. Go here to read the complete story with nine recommendations to solve the issue of perishable leads.

 IStock_000010615874_SmallSales leads have a lot in common with perishable fresh fish

When your company spends money on lead generation, the clock starts ticking; each inquiry has a life span.  Some of the leads may take a year to buy, some take six months, and some will take a few months, or a few days.

Michael Falkson, CEO of eti Sales Support, said, “ETI’s experience shows that 80% of inquiries will convert into Market Qualified Leads within 18 business hours. Your chances of success, thereafter, fall dramatically“.

The certainty is that a group of leads from a given month has a life span.  Each month a few make a decision and disappear; they are dead to you.      

Why it matters:

Fast responders sell more than those who are slow, sluggish, unhurried, leisurely, and dawdling in pursuit of a prospect.

Sales Lead Management Association

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Can Artificial Intelligence, Applied to Lead Management Find Hot Leads?

 In this replay of a live program broadcast last week, CEO Alex Terry and CMO Carl Landers of Conversica drill into how artificial intelligence is being used to generate sales.   AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview with host Jim Obermayer, Alex and Carl make good on the promise that AI is the future for intelligent proactive lead generation.  Highpoints:

  • An artificial intelligence  system has a persona that works the lead
  • The persona acts as a sales assistant.
  • Sales at-bat conversations jump 80-90%
  • The AI system crafts messages based on data from thousands of data points.
  • The AI system decides what leads will be most likely to close.
  • Dramatic increases in sales are often the result as the salesperson only spends valuable time on the hottest leads. 

 

 

Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience

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Marketing Must Follow the Money: Paul Petersen of Goldmine Unscripted

 In this program marketing and sales veteran Paul Petersen,  GM and Vice President at Goldmine Software discuss ways marketing should follow the money.  He covers:

  • How to evaluate marketing performance.
  • Why typical measurements take too long.
  • How financial quick ratios can relate to marketing.
  • What is a marketing quick ratio? 
  • What happens when marketing gets the "bear" into the cabin and sales has to skin it?
  • Why sales and marketing have to have the conversation about leads that were not accepted by sales.
  • How Won and Lost reports can follow the money. 

 Listen by clicking the green arrow. 

 The host is SLMA Founder, Internet Radio producer, four time author and conference speaker  Jim Obermayer. 

This blog is supported by the generous contributions of Clickpoint Software and VanillaSoft

 


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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