Lead Management Feed

No One Agrees About the Definition of a Sales Lead - Dan McDade in a 5 Minute Podcast

It is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case. 

The more we automate the more we rely on software to do a job that needs a personal touch. 

Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month.  This except is taken from his original program which can be heard here:

The Prospect Experience Isn’t Marketing Automation or CRM

McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people. 


When Leads Sneak Into Your Company but aren't Counted

IStock_000014596001Small drip $The majority of companies produce 20%-25% more total inquiries and leads a month than company executives realize, but these leads are not counted, distributed or measured.  They are ghost leads. This occurs more frequently in smaller to mid-sized companies, but even enterprise companies are not immune. 

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If the mediocre are always at their best, who are “the mediocre?”

At the end of another blog entry (one of the best read)  titled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”  

As typically happens when we read something like this, we assume “the mediocre” is always someone else.  It’s certainly not us.

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“The Salesperson Didn’t Do It” is Just a Marketing Excuse

IStock-688200654Everyone (usually marketers) complains about the failure of salespeople to follow-up leads, but marketers are just as much to blame. The excuse that “the salesperson didn’t do it” is no longer valid.   A research report from Velocify proves it.[i]

Of course, this was a valid excuse prior to marketing automation’s debut, but since then, the hemming and hawing by marketers that ‘prospect follow-up is a salesperson’s job and not our job,’ is belatedly being debunked.

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Those Who Know How to Harvest Are Few

IStock-584466814Listen here to the talking blog instead of reading...

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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