Ah, the dreaded lead generation cold call. Why is it that businesses and prospects alike cringe at hearing this phrase? For one reason or another, it is often perceived as a negative selling technique in lead generation that doesn’t seem to be a glamorous as other forms of selling. However, cold calling is very important [...]

From prospecting, to lead nurturing and eventually to closed business, lead development is managing the prospect throughout the entire lead process. In telesales lead generation it starts at contacting a prospect database and talking to decision makers to uncover lead criteria to determine if a business need exists. It is also includes a database cleanse, [...]

You’ll hear time and time again that in lead nurturing, marketing automation is key. Make no mistake, marketing automation and the companies that specialize in it make lead nurturing very easy on businesses. These tools can help you organize your contact information, manage the contact marketing campaigns and even handle scoring prospect behavior to help [...]

By: Kelley Robertson I love face-to-face sales calls! Sure, they are stressful, unpredictable, and challenging but I enjoy the interaction with prospects and learning more about their business and/or an industry I’m not familiar with. However, that’s not why I really love face-to-face sales calls…I love the challenge each meeting with a new prospect presents. [...]

Okay so I admit that they aren’t closely held secrets; in fact you’ve probably heard these before. However it’s probably a good idea to keep them in mind if you are looking for tips for success during your sales career. Preparation – Sales professionals should never “wing it”. Always come prepared to sales calls so [...]

In various lead generation circles, you may hear a lot about inquiry management and may even receive questions about how your business manages it. It is an aspect of sales that can overwhelm an organizations’ sales team which is why it is important to quickly find a solution that will help meet business objectives. Let’s [...]

More often than not, inquiry management activities carve out a large portion of time from sales taking their attention away from closing deals. Sales may quickly become overwhelmed by having to work a large database of contacts in order to find the most qualified prospects, let alone having to manage all of the emails and [...]

Lead nurturing is about building lasting relationships with prospects until they are ready to purchase. One way to help strengthen the relationship is through timely and relevant content. Something that will speak to prospects at exactly the right time, addressing any ‘pain’ they are looking to relieve. Change it up – No one wants to [...]

1) Talent(less) Pool – When running a lead generation campaign, companies must ensure that the employees making the sales calls have the appropriate background and skill sets. Typically a college education, two years of selling experience and familiarity with the client, product or service is a good start. 2) Lack of Lead Definition – How will sales [...]

Determining what buying stage a prospect is in during lead nurturing will help businesses decide what content needs to be sent. To simplify, we can break down prospect buying behaviors into three lead nurturing stages. Know there’s a problem – At this point in the buying cycle what is most beneficial to receive as a [...]