One of the largest factors contributing to a dysfunctional lead generation program is the separation of sales and marketing. In so many B2B companies, these departments sit in different locations. In so many companies, these departments work on completely separate demand generation initiatives. It’s time to break down the walls between these departments to create a Revenue Generation TEAM.
Walk out onto your sales floor after reading this article. Worry if you’re hearing anything like this:
“Hi John, just checking in to see what you thought of our demo??? ”
“Susan, its Paul… did you read over our pricing proposal? Any thoughts???”
If you notice in your CRM that sales reps are calling, email, voicemail… Repeat – a prospect every few days to check in… GET WORRIED.
Gadgets & Widgets – people can’t get enough of them. Just look at the Consumer Electronics Show in Las Vegas or the very populate webinar in December, 32 Must Have Sales Tools for 2013.
Here is the challenge – everyone loves talking about the next sales social media tools that will be the magic bullet, but integrating these tools into their daily routine becomes difficult.
I love using the fork in the Yellow Brick Road as an analogy for opportunity cost or major decisions. We’ve all seen The Wizard of Oz, and can relate to Dorothy’s dilemma.
I look back at my high school years and I laugh. If there was one class that I bombed, it was English class. I thought that learning to be a strong writer was for the birds. I would laugh and say to myself “I’m going to be a stock broker, what the hell do I care about writing???” Thanks to Mr. Gates and Microsoft Office, I also hardly learned to spell.
I’ve been in sales for the last decade (since the dot com bubble of 2000). I’ve seen the inside of at least 500+ sales organizations. There are so many sales models – some were fads, some just didn’t work, but the best ride the wave of evolution.
Webinars are supposed to be an amazing tool to help buyers evaluate solutions to their problems. Depending on the subject of your webinar, the attendees could be at the earliest stage of the buying process or even at the vendor selection stage.
Unfortunately, most companies look at their webinars as “a nice try”, but providing only modest success. Their registrations are 50, 100, maybe even 200 – but it’s the same people and not enough to fuel your lead generation fire.
The new LinkedIn profile has a wealth of information you can take advantage of to drive business opportunities. Watch this video to see how.
During the holiday season, Vorsight had completed a survey to analyze the importance of sales kick-offs. Before we dive into what these means for sales leaders, give this a quick read – Vorsight Sales Kick-Off Research
So you’ve been trying to track down that dream “future client” – you call, email, voicemail, call, email, voicemail… nothing? What is going on? Are all the decision-makers at some secret tradeshow…for weeks at the same time?
You have most likely felt this before. You begin questioning your product, the market, and of course… YOURSELF. There is nothing more demoralizing than felling in limbo. You’d almost rather a NO, just so you can get into a conversation as to “why no?”