Qualified Sales Leads Feed

Top 3 Ways to Determine if a Database Provider is Legitimate

By Tim Slevin, President & CEO of Healthcare Data Solutions

20818610_500There are a lot of database companies out there, and most of them are legitimate businesses that want to develop lasting customer relationships by providing quality data and service. But a small percentage of these companies are definitely not reputable, and if you’re not careful, you can lose money on a bad deal.

To help you determine if a database provider is legitimate, I’ve compiled a list of the top 3 things that you should do before signing any contracts or paying any money.

  1. Look up their physical address.
    Chances are a company run out of somebody’s garage isn’t going to have good quality data. Make sure the address on Google is an actual business, and not a residential home on Zillow or a fast food restaurant.
  2. Research them on LinkedIn.
    Every reputable, legitimate company these days either has a page of their own on LinkedIn, or at the very least, their employees have profiles there. I would be very leery of a company – database or otherwise – that didn’t appear there at all.
  3. Set the specs for a sample.
    If you ask a data company to give you a sample of their data, you can bet they’re going to give you the most pristine, clean, perfect records they have available. But you can also bet that these records will not be representative of the actual quality of their data as a whole. Give them a set of criteria that allows for companies that you know to come up in their sample. If those companies are not in the sample, or if the data they have on them is outdated, that’s a red flag.

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How Your Thinking Affects Productivity

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Something I’ll talk about this week is how our thinking affects our output.  We work on a variety of programs, they are all the same in structure, and have to meet a strict guideline for me to take them on. You’ll find your production on them will be very consistent when you think the same thing about each program.  We have a lot of new ones coming on, this week alone I have had 4 new companies call us!   One was a Director we worked with a few years back, she is at a new company and we were the first firm she thought of to bring in.

How you think of your calls will translate into how you communicate to prospects. That is a universal truth for all things, if you believe something will happen it probably will, i.e., the self fulfilling prophecy.

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Why Sales Loves Lead Nurturing

By Lisa Cramer, President, LeadLife Solutions

Why Sales Loves Lead NurturingI speak at a number of events, on webinars and in one on one discussions with prospects. One of the latest events I spoke at was uncharacteristically full of sales execs versus marketing executives.  We mostly speak to rooms full of marketers anxious to learn about marketing automation and how to apply it to their businesses.  However, in more and more events we see sales and marketing executives working on the lead management process together. So after surveying the room, I anticipated a lackluster response to my topic about lead nurturing and its effect on revenue. I was dead wrong.

The audience couldn’t have been more interactive, copiously taking notes and making sure they understood exactly what I was saying. Essentially this focus seemed to be about these sales executives starting to understand why the dynamic in their world of selling has changed.  They all were struggling with it but having a difficult time understanding what was happening. The reality is the buyer has the leverage, and as a matter of fact, doesn’t even have a conversation with the vendor/supplier until they’ve proceeded through 60% of their buying process (Corporate Executive Board).  To a lot of these sales guys that was shocking, staggering and scary. So the question in the room then became what can sales do to get in front of people?

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How to get leads with LinkedIn Groups in 3 steps

By: Jeff Molander

Earning leads with LinkedIn Groups is easier than you might think. The trick is provoking your Hook3target market into contacting you for more details by teasing them with content that they cannot resist interacting with. This gets customers to click to your Profile and onward to your blog--where they can more clearly understand the thought you just provoked.

"Experts” say being engaging in LinkedIn Groups is the key to generating leads with LinkedIn. Finding crafty ways to mention your blogs, webinars or new product releases within LinkedIn Groups, they claim, will create more appointments, leads and sales. "Engaging" is like magic. But you know it's not true. Here's what works.

The System Revealed

I’m creating leads and sales using blogging, podcasts and LinkedIn Groups with this simple system. I...

1) Create valuable content (answers to burning questions)
2) Monitor for people demonstrating need for it (in LinkedIn Groups)
3) Reveal answers in ways that create cravings for more of what I have to share 

The last step is where I provoke reaction--beyond sharing. This part is key. I make sure to not “tell a story” or “provide valuable content” or educate my target market. We hear a LOT about these as successful tactics but it's mostly social media guru blather. You've got to get people to do MORE than share the content.

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Why is marketing aggravated with the sales people?

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During a recent broadcast of SLMA Radio, Jim Obermayer and Will Crist took opposing positions to gain better understanding as to why Sales gets so ticked at Marketing.

Jim took the position of a marketing executive and Will took that as a sales team member.

"A Sales Person should be helping someone who has a problem come to a decision as quickly as possible," according to Will Crist.
A sales lead from a sales person perspective is sales qualified lead - what sales people should expect or gently demand from that lead is that:

Someone that has raised their hands saying they want to talk to someone about the problems they are having.  Or, a company or person who wants to talk to someone to about my problems -- not about the product.

You can here the discussion here:

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Disqualifiers:

  • outrageous expectations
  • no money
  • cannot make a decision
  • no time to deal with it.

Qualified lead is a person with a need - ideally an immediate need.

Marketing's feeling is that Sales thinks a lead is someone ready to buy.
If they are not ready to buy, they think it's a waste of effort.
Ideally a PO would be attached to a sales lead; but as we know, that doesn't usually happen.

Sales person is supposed to help the person with the problem come to the decision as quickly as possible.

What do most sales people say are wrong with most leads - what is the biggest complaint.
Will told a story, "I had a client generating 289 leads per month.  They would go to the restaurants, invited people from the companies they wanted, "Come on over!"  From the lunch, marketing would give the cards to the sales folks from the lunch presenting them as 'qualified' leads worthy of follow up.  When sales followed up, the "leads" told them, 'Thank you for the great lunch, but we aren't interested in talking to you..."

Borrowed interest.  Typical - put your card in the bowl - get a free iPad, pens, etc.

Marketing has to watch out that they don't use borrowed interest to raise their hands and create unqualified leads.

What is your tradeshow experience? How many leads do you bring back? How many are QUALIFIED leads?  Who wants to talk about the problems?  Who has a date and time attached to the cards?  Better to bring back 30 of these leads, rather than 400 with borrowed interest as the motivator.

Complicating factor:
Marketing is measured by how many leads they generate - not QUALIFIED leads?
Most companies don't know how to discern that reporting, which causes Marketing to grab any type of lead they can. This leads to sales not trusting or not bothering with the leads passed on from marketing.

You can here the discussion here:

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By: +Susan Finch

Research on the Biggest Problems Facing New Members of the SLMA

In the last few months each person who joined as a member of the SLMA was asked about their biggest problems. 117 new members answered the question; these are their answers. They could choose up to three issues (some choose more and we included them). The surprise to us is that Proving ROI was the least of their problems; Generating Qualified Inquiries ranked first with the most mentions.

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Generating Qualified Leads 31%
Generating New Inquiries 24%
Managing Inquiries 17%
Working with Sales Management on Follow-up 15%
Proving ROI 13%

What are your biggest problems?


Are your salespeople spending unproductive time generating their own leads?

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No one waits around the elevator to get leads, at least we hope they don’t, but how many other actions do your salepeople take to get their own leads which are unproductive?  I know salespeople aren’t literally waiting at the elevator to get leads and yet some people say cold calling by knocking on doors is dead.   However, I know medical device salespeople who are successful at it and are not

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Sales shouldn't have to use a crystal ball to forecast sales!

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Have you wondered where forecasts comes from?   Some sales managers use the crystal ball approach.  And some managers collaborate with marketing and create a forecast based on marketing's ability to create demand. 

Nothing like a constant flow of qualified leads to make the pipeline fatter and salespeople happy. 

The sponsors for this cartoon are:

CatapultWorks andLeadMaster