Lead Management

Reporting that creates the right marketing-sales conversation about leads

There are many ways that marketing and sales go about measuring their efforts for their own purpose. You have marketing waterfall reports. You have sales forecast reports. You have sales activity reports. You have marketing media metrics. But what about the kind of report that sales and marketing should share together and talk about the most? Which reporting creates the right marketing-sales conversation about leads?

Two reports that ask/answer the right questions for a conversation

While some […]

Improve sales effectiveness with cloud-based sales enablement and automation tool

Product Release: Improve sales effectiveness with cloud-based sales enablement and automation tool. The right message and collateral at a salesperson’s fingertips!

Solution Pitch, a cloud-based sales automation tool, is simply something that sales people dream of and likely don’t have. Now their dreams have come true – your salesperson can use their mobile device or any browser to quickly locate and send their prospect the perfect solution pitch every time.

Sales Challenge

Once a salesperson qualifies […]

How Organizations Waste Perfectly Good Leads – Part 3

So far, we have examined two possible barriers that limit or even prevent timely lead follow-up – lead bottlenecks (How Organizations Waste Perfectly Good Leads – Part 1) and the failure to deliver leads to the right person (How Organizations Waste Perfectly Good Leads – Part 2). In this final article, ‘How Organizations Waste Perfectly Good Leads – Part 3’, we’ll look at the remaining two barriers, which are the failure to deliver […]

2021-02-08T17:57:27+00:00April 4th, 2019|Lead Management, Sales Enablement, Sales Leadership|

How Organizations Waste Perfectly Good Leads – Part 2

Failure to Deliver Leads to the Right Person

In the first article in this series, How Organizations Waste Perfectly Good Leads (Part 1), I introduced you to possible lead bottlenecks that may be preventing or limiting timely follow-up on the great leads you are generating for your sales team. In ‘How Organizations Waste Perfectly Good Leads – Part 2’, I want to focus on another possible barrier to timely follow-up – the failure to […]

2021-01-28T01:30:03+00:00March 4th, 2019|Lead Management, Sales Enablement, Sales Leadership|

How Organizations Waste Perfectly Good Leads – Part 1

How Organizations Waste Perfectly Good Leads

So you’ve just finished an amazing campaign that generated a ton of interest and, more important, qualified leads! You expect sales to be closing left and right, but that is not happening. Why not? Why are these fantastic qualified leads not producing the sales results you expect?

Well, you are not alone.

How organizations waste perfectly good leads is simply by failing to follow up with prospects immediately.

Research clearly […]

2021-01-26T20:12:00+00:00February 4th, 2019|Lead Management, Sales Enablement, Sales Leadership|