Lead Management
What Is a Sales Opportunity?
“To succeed, jump as quickly at opportunities as you do at conclusions.” — Benjamin Franklin Of course, before you put your gym shoes on, you need to step back and look at your sales process. Does your sales team know what distinguishes sales opportunities from leads? Are they prioritizing their time and channeling their efforts … Continued
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Lead Nurturing: the What, Why, and How
If your goal is to truly excel in sales – be the best salesperson that you can be or put together the most effective sales team – you have to get to the heart of the craft. What drives sales? Why would people buy from you, and not from your competition? Why do they stay … Continued
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The Time Saving Capabilities of Lead Distribution Software
Well managed leads are the best starting point towards your business’s growth; and even minor slips in their handling can easily spell the difference between losing and gaining a new customer. Since its introduction to the sales pipeline, the automated distribution process has completely revolutionized the way leads are coursed from marketing departments to sales … Continued
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Are BANT Qualified Leads Actually Hurting SaaS and PaaS Sales?
Not much has changed in the 60 years since IBM first formalized sales channel management with the BANT approach. When IBM first developed BANT, the objective was to create a basic sales call structure designed to find marketing qualified leads for their salespeople. It was a simple 4-step approach to teaching new salespeople how to … Continued
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Finding the needle in the Haystack: How to Qualify Leads
Although companies sometimes advertise to millions of people, not all of them will be interested in purchasing the business’s products. Which people or businesses are likely to buy? The lead qualification process seeks to answer this question. A sales department that can focus on only people who are ready to buy, or qualified, is more … Continued
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5 Ways to Organize your Lead Tracking Process
Your leads are never defined by a single data point; there are a variety of factors that can affect their suitability, behavior, and buying needs. If you are content with tracking your leads based on one category, it’s much more likely you’ll miss a crucial detail that could determine whether or not they are able … Continued
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6 Account Management Tips for Sales Success
In this guest post, Julian Hooks shares six tips on how to leverage account management to achieve sales success. Businesses these days put a lot of importance on customer experience–using it to gauge if they are doing better than their competitors. They use industry statistics and customer surveys as means to gather data like preferences … Continued
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Sales Follow-Up Calls and Emails: Why, When, and How
Gatekeepers and decision-makers receive hundreds of emails and tens of calls each day. Not getting a response doesn’t automatically signal a lack of interest–they could really just be too busy. If you want to get through to them, you need to follow up. For someone working in sales, there are many reasons why following up … Continued
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Pushing Clients to Do More: How to Challenge Effectively
If you’re unfamiliar with the type of salesperson known as “the challenger,” you may need a quick tutorial. According to CEB, a company devoted to improving corporate performance on every level, an astonishing 40% of the top salespeople fall into this particular group. While the other types (introverts, hard workers, relationship builders, and problem solvers) … Continued
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How Often Do Mortgage Lenders Follow-Up via Calls And E-mails?
Fast follow-up is a good habit for any sales rep. But it usually takes a jolt to lead one into it. The 2008 financial crisis shook up the home mortgage market. The industry has seen a lot of regulations since then. In such a scenario, it’s interesting to see how the mortgage banks follow-up to home … Continued
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