Paying attention to dollars and cents is important, but concentrating on revenue alone won’t help you improve your sales team’s performance. To improve performance, in addition to monitoring the bottom line, you have to measure and analyze what your sales reps aren’t doing.
B2B Sales, Lead Generation and Marketing Blog
In last week’s blog post, we used five quotes from transcendentalists as inspiration for thoughts on how to become a true sales leader in the face of certain challenges. Today, we take a look at five more quotes from some of the 19th century’s most provocative thinkers in an effort to dig even deeper into the subject of what it takes to overcome difficulties and surpass expectations in the competitive—and often cutthroat—field of sales. We left off last week at transcendentalist quote number five. Today, we start with quote number six.
You already know that there are hot leads, warm leads, and leads in need of nurturing. But there is another type of lead that often goes unnoticed, despite its ability to clog up sales funnels faster than a toddler on a sugar high can clog up a commode with a stuffed animal. Meet: the couch potato lead.
Remember the story of the frog that got caught in a vat of milk and had to kick and squirm and fight until it churned the milk into butter and was able to hop out? Given the current lull in the US economy, your company may need to do the same thing when it comes to sales and marketing in order to achieve significant fourth quarter earnings and hop into 2013 unscathed.
The words, “ramble on,” might have helped make Robert Plant a Rock legend, but if you’re trying to qualify a sales lead, rambling is something you should try and avoid.
It can be more difficult than you might think to avoid rambling during the lead qualification process. Even experienced salespeople can hem and haw more often than they should in an effort to avoid coming on too strongly or as a way to try and establish a close relationship with a lead before it is necessary or feels natural to do so.
Not unlike professional athletes, musicians, and other performers, salespeople can benefit from pre-performance rituals and routines that prepare them for what lies ahead. There are reasons that baseball players take practice swings before the pitcher winds up, reasons that Classical pianists steep their hands in warm water prior to a concert, and reasons that salespeople ought to engage in similar routines prior to picking up the phone or adjusting their headsets and making the next dial.
In a world in which it is possible to receive qualified leads electronically via almost any Web-enabled device, hunting and pecking in order to try and find prospects through Google or on LinkedIn sounds silly, and yet, countless salespeople are still doing it every day.
It’s easy to begin a social media marketing campaign. You just sign up and create free accounts with the social media networks that are likely to have the biggest impact on your business, which, for most companies, will be Facebook, Twitter, and LinkedIn, and boom—you’re off!
Reports recently released by The Conference Board, an independent business membership and research association, reflect that the Consumer Confidence Index has increased for the first time in five months. According to a Bloomberg Businessweek article, July’s increase to 65.9 surprised analysts who had projected an even lower number. In June, the Index was 62.7.
Unless you know what to watch out for, it can be difficult to determine quality B2B lead generation
companies from those that are in it to make a quick buck. One easy-to-spot, telltale sign that your prospective lead generation company may not be able to cut the mustard is the absence of a proprietary database.