If your trade show ROI is important, then lead follow-up is important to you, too. Chances are you use email to fulfill most show inquiries (as opposed to print and “snail mail.”) That means there is a chance that your email blasts following a show can get you “blacklisted” as a spammer if you are not careful, and if too many recipients flag your emails as “spam”. And that can mean BIG trouble!
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Sales and marketing often knock heads over sales leads…or should I say what makes a lead a LEAD. Melanie Poliafico recently submitted a post in a LinkedIn group that sums it up nicely:
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Why don’t sales people follow-up on leads? There are a number of reasons, but the primary one is that if sales lead follow-up isn’t required, it typically just won’t happen.
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There are only three way to increase sales from leads: 1) Increase your conversion rate; 2) Increase the number of leads with the same conversion rate; and 3)…
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I’ve seen a lot of what works and what doesn’t when it comes to managing a sales force. Research on CRM over the past ten years has shown rather consistantly that roughly 50% of the initiatives fail. There are 5 basic reasons that people fail to perform in business…
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The buyer buys more than the seller sells, and B2B marketers face greater marketing challenges.
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10 tip onHow do I get my sales force to follow-up leads? Look to the 10 Commandments for Effective Sales Lead Management.
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