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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B2B Sales Leads

Six Tips to Calculate How Many Leads You Need in Your Sales Pipeline

I have had more than a few people accuse me of being obsessed with marketing numbers (guilty as charged). One of my chief focuses has always been the production of high-quality B2B sales leads. Of course, there are many flavors of leads and one person’s definition of sales-ready is another’s definition of a substandard lead. […]

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The Importance of Processes in Effective Lead-to-Revenue

Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. You can read lots of articles and white papers about the various technology options – CRM, marketing automation, sales enablement etc., but in my experience, unless you get the processes right,  even the best people and […]

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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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