Cartoon for the Weekend: Is the quarterback the issue or is it unqualified leads and broken lead mgmt?
Come on, how difficult is it to convert sales leads? The first hurtle is getting salespeople to follow-up, not just once, but considering it takes 3-6 touches to make a sale, how about at least three times before giving up. 48% of the salespeople are said to give up after the first call. Skip the songs and get back to basics.
Why it's Important:
"48% of the salespeople are said to give up after the first call. Enforce a 100% follow-up of all sales inquiries (not just qualified leads) and watch sales jump."
Cartoon by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations.
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Marketing is always on the hunt for something, maybe a new app, to create sales leads for a hungry salesforce. But as we usually find out, there isn't one app to solve the problem. It takes consistency of purpose, a solid plan, constant measurements and more than a CRM system to drive revenue. It takes a constantly questioning marketing team to seek new qualified prospects from a variety of sources. Those that believe email campaigns will source all of their qualified leads are usually left wanting. It takes a combination of tactics to create interest and, solid content management.
Sales funnels are tricky. Truth is spreadsheets don't do it anymore. It isn't one-person's job. CRM is the only tool and that's if the salespeople know how to use the tool, if sales management trains them and if everyone is on the same honesty train. See the ebook:
You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!
As a recent interview on SLMA Radio with Robin Saitz from Brainshark points out life for salespeople is more complicated and marketing can help as content creation and delivery can make a difference. Robin says content delivery is all about sales enablement and both subjects are deeply involved and contributing to measurable revenue. It's time the sales managers invite marketing into their office.
Cartoon by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. Available from Amazon. #1 Best Seller in Direct Marketing
This is certainly the old way to think about sales lead management. Today there are many departments, dozens of software products and as many vendors involved in managing sales leads. For instance on the vendor side:
For those of you following the SLMA, you know that we discuss how pound for pound we believe the marketing people create more wealth than anyone else in the company. Yes, anyone is the correct word. Marketers create the demand, the preference, and the leads that turn into revenue.
Why it's Important:
"If you want to build wealth and revenue, hire a marketer.
Pound for pound they create more revenue than anyone in the company."
Managing sales leads is not for the faint of heart. There are dozens of people in dozens of departments and dozens of outside vendors and dozens of software programs to take into account. As we discussed in the Viewpoint Blog by PointClear entitled "Is anyone Leading Lead Management" the subject is a serious because when you mismanage sales leads you mismanage revenue.
Why It's Important
Managing sales leads is important because if your mismanage sales leads you will mismanage revenue.