Do stay-at-home B2B salespeople perform differently?
This week I had an interesting conversation with one of my clients. He manages a B2B sales team and pointed out an interesting statistic that has emerged regarding how his sales team is performing during this “stay-at-home” period. Basically, his sales team has improved by 70% in terms of the average time for first follow-up on leads. In other words, while his […]
B2b marketers, when you get sales leadership (or better yet, even just a few of the truly good sales people) in a room, what information should you get from them to create more success for both marketing and sales in your organization? What are the most important questions to ask sales?
There are two key topic areas where your questions will serve you best — value propositions and lead quality/quantity.
Value Proposition
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.
Once a salesperson qualifies […]
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 […]
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 […]
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 […]