Lead Generation isn't just about lead generation
You need closed deals.... because they pay the bills (not leads or impressions or social media followers). Success in lead generation comes from success in your business. So, I am sharing 11 important lead generation secrets that will ensure your success in generating them AND turning them into signed deals.
In this article, we're going to explore the lead generation process, proper treatment in sales, examples of successful programs, and we'll end by sharing a lead generation marketing plan template that you can take with you to get started on your own program.Read More
How quickly does your sales team respond to highly-engaged buying behavior?
When somebody fills out the "contact us" form on your website, how quickly is that information in the hands of somebody who can do something about it? And, how quickly do they actually respond?
What about when somebody engages with your website content or marketing emails? How quickly does your sales team reach out to somebody visiting your pricing page, downloading bottom-of-funnel content offers, or opening important emails?
Did you know that your salespeople are 2,000%+ MORE LIKELY to make meaningful voice-to-voice contact with a prospect if they reach out within 5 minutes of engaging with your marketing?
These internet lead response best practices will help you close more deals at a higher velocity without putting another CENT into marketing!Read More
Inbound has changed everything.
It wasn't that long ago when I was still "pounding the pavement" and "dialing for dollars..." and turning over every stone I possibly could to find the few prospects that would be willing to hear my pitch. Finding qualified leads was one thing. Finding interested and engaged qualified leads was something else entirely.
If you're investing in inbound leads, however, the expectation is that your website will generate that interest, and that sales shouldn't have to do nearly as much to close a deal.
Unfortunately, since you're not applying an inbound sales process to handle your inbound leads, your expectations are probably not being met.Read More
Leads coming from different sources are VERY different, even if they're technically the same people...
If you haven't heard about what makes inbound leads different from everything else you're feeding your sales team, this is for you... especially if you're considering bringing in an agency to generate inbound leads or you already have the inbound machine in place, but aren't getting the desired results you initially anticipated.
Different leads work in different ways. I am illustrating these lead generation examples to help you derive greater value out of your existing investments (or make decisions on future endeavors). There are many versions of how to generate leads in sales, and I narrow it down to 6 of the most common and most meaningful.Read More
Looking for leads?
Are you looking for better ways to feed your sales teams, so they can bring in more deals over the next year? Are you looking to automate marketing and certain aspects of sales to improve sales outcomes, and accelerate the velocity of new closed business?
If so, a lead generation agency may have the solutions you're looking for, but with so many different methodologies and philosophies out there, how do you find the right one for your b2b?Read More
WHO is watching your prospects?
I was writing a blog post today about the value of lead response time, when an cold prospect came to life out of the blue, and my point was proven - live.
As you may know, lead response time can create quite a competitive advantage, especially for those engaging in lead generation marketing or "inbound lead generation" (what's that?). Studies show that you're 21 times as likely to engage in meaningful contact with a prospect when you catch them within 5 minutes of engaging with your content. (source)
Here's a perfect example of how and why that works.Read More
If nothing else, your Business Growth Strategy should focus on retaining and engaging your top talent.
Are you trying to improve your sales culture, retain top production and/or sales talent, or finding that your employees are simply tired of work feeling so much like... work?
Perhaps it's time for a change of scenery... and not just a typical office remodeling or moving to a different location - I'm talking about a complete upgrade into a co-working space like Regus Spaces or WeWork.Read More
Sell more, at a faster pace with Hubspot Sales
I have used many CRMs. In 2005, the business I was working for was using AS400 (This is an MSDOS-based program, people!... which I had also used as an ERP in one of my prior jobs), and over the years, I've tried JDEdwards, Oracle, SAP, Zoho, and, of course, the ever-so-popular Salesforce.
When it comes to how you take in this Hubspot CRM review, the real question you should be asking is, "will this help me close more deals at a faster pace?"
In short, the answer is yes. Absolutely. But only if you are willing to make some changes...Read More
For all of you sales leaders trying to inspire performance improvements with your teams, you have some tough love to share... Maybe it should go something like this: "I'm sorry, sunshine, I think you're fantastic, but nobody you're selling to wants to hear about you."
"It's nothing personal. You're just not that interesting to them."Read More
Enabling sales for success has never been easier.
As a business leader, you're no doubt always looking for ways to influence the sale, but struggling to find any meaningful ways to do so.
But that's because you're relying too heavily on gut instinct and conversation. You're not letting DATA fill in the gaps or provide the narrative that dictates your most important decisions.
These sales enablement tools and processes will change all of that. They'll put objective reasoning at the helm, and allow marketing and upper management to enable better outcomes on the ground floor.Read More
Is coming up with your next growth plan frustrating the living crap out of you?
As a Sales Leader or Business Owner, you want the same things - more deals. How we get there... well, that's another story, and typically where the roads diverge.
The problem is that neither of you are right... or you're both right... or it's a combination of the two, plus something you hadn't considered yet.
I guess the real problem is that there is no way to validate or disprove anything, which brings to light the most glaring weakness plaguing your ability to grow - your data integrity.Read More