Social media is more of an important aspect of lead generation and lead conversion today than it has been in recent years. According to the MarketingSherpa 2011 Social Marketing Benchmark Report, over 60% of marketing leaders are looking to convert social media followers into paying customers. Still, social media continues to be a difficult medium [...]

Today’s consumers look to the internet to gather information; therefore, businesses without an active online presence, whether that be with an effective website or a lively social media effort, are missing a huge opportunity to connect with buyers. Believe it or not there are some organizations that don’t use social media as an online tool [...]

Telesales is a tough job. No one denies that. You have to be good at taking regular rejection, you have to be ready to “pitch” the second someone picks up the phone, and you never know what you are going to get on the other end of the line. While it’s hard to control the [...]

In my last post, I discussed the “when” on Inquiry Management. Now, I want to address the “how.” Immediate follow up gets the prospect on the phone or engages them via email, however, the end goal is a closed sale and this starts with engaging and qualifying the prospect. There is an incredible amount of [...]

The Value of LinkedIn for Lead GenerationLinkedIn gives you the ability to have an accurate list of your professional connections, regularly maintained and updated by those connections, instead of requiring you to update their information in whatever online or on-desk address book you use. In addition, LinkedIn allows you to see information on not only [...]