The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright.
The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright.
Posted by Dan McDade on Aug 9, 2016 11:00:00 AM
Tags: B2B Sales, Sales Training, Sales Leads
Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every..
A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12..
Develop a guide for sales on "What is a Lead and How to Follow-up on One" is the last of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO's role in eliminating..
I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:
To make your forecast for the new year, look at sales for the coming year in terms of units.
The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads..
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..
Learn what it takes to effectively generate leads in this complex environment. Healthcare solution providers that recognize what's required for lead generation success get better market coverage, improved industry intelligence and more sales opportunities.
Posted by Dan McDade on Aug 25, 2016 1:29:17 PM
Tags: B2B Marketing, Sales Process, B2B Sales, Prospect Development