Dead Sales Leads

How to Revive Dead Sales Leads

This blog originally appeared at tenfold.com. Effective selling isn’t about finding people who are interested, talking to them once or twice, and then closing the deal. It’s about building relationships with prospects. In fact, at least 80% of all sales require five or more follow-ups. Despite that, a typical salesperson only tries to reach out […]

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Criteria of Efficient B2B Lead Generation Processes

My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key part of the Lead-to-Revenue Machine. In my recent book, The Essential Guide to Building Your Lead-to-Revenue (L2R) Machine™, I included a chapter on how to build efficient lead generation processes as a key component of L2R […]

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Criteria of a Powerful B2B Lead Generation Engine

My team and I are always preaching the doctrine the consistent and predictable lead generation “engine.” The fact is this: Even the most creative branding and awareness-building program won’t produce the desired results unless you can efficiently work prospects through the system and produce revenue at the other end. But like everything else in marketing, […]

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B2B Lead Generation – How Much Information Should You Capture?

I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus.  Noted marketing thought leader David Meerman Scott revisits that often-debated topic of whether it is better to collect opt-in data before allowing people to download your content, or to make that content available without requiring anything from the website […]

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Who Can Use More B2B Sales Leads?

I’ve had several posts recently about where and how to find fresh sales leads. Leads are the lifeblood of many B2B organizations and if you ask the VP of sales what he or she most covets, it is often a variation on the theme, “lots of qualified leads.” Generating leads is difficult enough when you know […]

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