Sales Lead Management Feed

Is this a Fairy Tale? A Marketing Manager Builds Demand Gen Based on Sales Quotas?

IStock-802452108 (1)“Do you know,” I asked the marketing manager, “how much money to spend on demand generation, and how many leads to create?”

With a shrug she said, “I do what we did last year.  We have a marketing plan,” she continued. “We review last year's spend and and make adjustments, usually on a budget the CFO gives us.”

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Sunday Musing: Being Good Enough isn't Good Enough Anymore

No one intends to be just 'good enough'; over time it just happens.  To some. 

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If salespeople don't follow up on all sales leads, is some follow-up good enough? After all, these people don't report to Marketing.

When Marketing can't seem to create qualified sales leads, are the leads good enough to help salespeople make quota? Most likely not.

For C-Level Management, is it good enough to have a CRM system even if salespeople don't like it and use it only when they must?

Is it good enough for MarCom managers to stand between the warring factions of Sales and Marketing and not take a leadership role to bring the two together?

Is it god enough to not have a marketing automation system when all of your competitors are using a system?  __________________________________________________________

 Step up. Don't be just good enough;

go beyond good enough.

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Being 'good enough' isn't good enough anymore. Marketing is in a position unlike any in the last 50 years. It can control corporate growth by creating demand and managing that demand with sales lead management tools. But there has to be a desire to be more than 'good enough.' There has to be a desire to take command of lead generation, create qualified leads, measure what they manage, and nurture prospects until they're sales-ready, and then do it all over again. And again.

There isn't room for someone who is just 'good enough.' Good enough isn't going the extra mile to help Sales make quota.

You have heard me say that pound for pound Marketing creates more wealth for the average B2B company that any department in the company. But to be recognized for it, you can't be just good enough.

Beyond good enough requires leadership, being held accountable, teamwork for Sales and Marketing, and a keen eye for what works, with the guts to measure everything and trash weak lead generation as soon as possible.

It also requires a sales lead management system that is world-class, all encompassing, and comprehensive enough to prove a return on investment for every lead generation dollar spent.

For 2018, Step up. Don't be just good enough; go beyond good enough.


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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