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10 Commandments to Successful Lead Management (In a Nutshell)
Read more ... Getting sales people to follow-up sales leads has Getting sales people to follow-up sales leads has been one of management’s long time challenges. Here are the top ten 10 divine...
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Webinar: Increase Sales with Effective Lead Management
For those of you who are constantly trying to measure ROI on your Advertising/Marketing budgets, things fall short when you can’t say for sure what happened to all those leads you turned over to the...
View Article5 Ways to Improve Your Trade Show ROI
If you exhibit at trade shows and you are involved in manufacturing then you have a booth. Trade shows are expensive propositions and if you are committing the sizable resources required to participate...
View ArticleAre laptops becoming so yesterday?
I recently returned from Sherwin-Williams’ National Sales Meeting & Vendor Show at Walt Disney World in Orlando, where I had a chance to talk with a number of sales reps about the roll out of the...
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Projecting sales from leads…or what are you willing to pay for a new customer?
Can you forecast the number of inquiries needed to make sales forecast? That was the topic of a recent LinkedIn Sales Lead Management group discussion between Scott Tate and James Obermyer of the Sales...
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Why aren’t sales leads followed up?
How often have you heard sales people say leads generated by marketing are just “literature collectors, college professors, students, or tire kickers?” Or, “I don’t have time to follow-up leads”....
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“Caller-ID” for your website…learn who’s looking at you!
More than 95% of visitors leave B2B websites without requesting additional information according to research. (It’s like having prospects visit your trade show booth and leaving without your...
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What makes a lead a LEAD? BANT this around!
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: “A lead is the...
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Email “BLACKLISTING” from trade show lead follow-up?
Email blacklisting can happen to you if you aren’t careful! 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...
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Sales lead management…it’s about “Reeling in New Business!”
I recently had an engaging conversation with the V.P. of Sales & Marketing on a new business call. We discussed the differences between the sales lead management processes for companies with direct...
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