eBusiness Help
Sweet deals for iEntry members! Out with the old, in with the new...
if you have equipment that qualifies for trade-in, get a discount of up to $720* off the Web price on featured IBM ® ThinkPad ® notebooks.
Get $100 of FREE search advertising from MetricsDirect
Unmatched performance - Often 5x higher than other solutions

WebProWorld Marketing Forum

Daisy Duke Needs a Blogger
Today's article brings a few opportunities our way. First, there is an interesting job offer from the folks at CMT concerning a full-time position blogging about the Dukes of Hazzard!

GM Talks Blogs, Podcasting and RSS
A few hours ago, Shel and I had the pleasure of an 18-minute conversation with Michael Wiley, Director New Media, GM Communications, at General Motors.



Recent Articles

Better Lead Management Leads To Bigger Marketing Budgets
Marketing Sherpa: How to Get a Bigger Marketing Budget Approved: 5 Steps in 6 Months - Includes B-to-B Search Ad Tips.

Retail Sales Lowest in 5 Months
Retail sales in the U.S. fell 0.3% last month, the lowest they have been in five months.

03.11.05

A Lead Generation Fable

By Brian Carroll

You are stranded in a desert. There is no civilization visible and worse still, you have no food or water.

OasisAfter three days of walking you are cramping up - overcome with exhaustion and dehydration. The wind beats fine sand against your exposed face and neck.

"One more sand dune," you say, while you climb up over the hump. Suddenly, your legs collapse and you roll down the other side of the dune.

You awake with blurred vision and try to wipe the sand away from your stinging eyes. As you turn your head, you notice the sun is setting and in the distance... another mirage. Covered in hot sand you almost give up hope.

You have gone nearly four days with out water. Your mind is hazy… so you focus hard again - nothing. As the sun drops further the shadow changes. Wait - could that be a palm tree?

Using your last burst of energy you pull yourself up and stagger towards the oasis. There's got to be water there!

You lean against the nearest palm tree and see a small muddy bed with some water floating on top. You drink it up and believe you have never tasted anything so wonderful - water - water - water!

How much sweeter the water would have been with out the presence of camel dung.

Sweet deals for iEntry members! Out with the old... if you have equipment that qualifies for trade-in,
in with the new. Get a discount of up to $720* off the Web price on featured IBM(r) ThinkPad(r) notebooks.
And ask about our battery offer. See full details of offer.
Hurry! Offer valid from IBM in the US only through 3/28/05 or while supplies last.

Lead Generation Moral:

Give sales people - who are dying of thirst - dirty water and they will gladly drink it... but if they are not thirsty - they will spit it right back at your face.

Sales people's discriminating taste depends largely on if they are thirsty or not. If they are satiated (busy closing a big deal) then you can almost bet that even clean water (qualified leads) will be ignored. If sales people are dehydrated - even if your leads are crap - they'll still want more.

To optimize lead generation ROI - marketers must strive to give thirsty sales people (those who are motivated to follow-up) only filtered water (qualified leads) that has been treated with reverse osmosis (a universal lead definition).


About the Author:
Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."

Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.


About SalesNewz
SalesNewz is a collection of articles, commentary and news designed to provide our subscribers with the tools and information needed to develop and maintain good sales practices. Business success starts with sales.

SalesNewz is brought to you by:

WebProNews.comJayde.com
MarketingNewz.comSalesNewz.com
CareerNewz.comInvestNewz.com
eCommNewz.comWebsiteNotes.com
AdvertisingDay.comManagerNewz.com
SearchNewz.comCRMNewz.com


-- SalesNewz is an iEntry, Inc. publication --
iEntry, Inc. 880 Corporate Drive, Lexington, KY 40503
2005 iEntry, Inc. All Rights Reserved | Privacy Policy | Legal | Contact

archives | advertising info | news headlines | free newsletters | comments/feedback | submit article




SalesNewz Home PageAboutArticle ArchiveNewsDownloadsWebProWorld ForumsJaydeiEntryAdvertiseContactSalesNewzNewsArchivesAbout UsFeedback WebProWorld Forum Business Success Starts With Sales