Early Stage Leads Too Important For Sales People Alone
The management of sales leads is critical to generating Return on Marketing Investment. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect sales people to catch...
The Physics Of Trigger Events For Lead Generation
Most buyers aren't ready to buy when we're ready to sell. This trite but true observation has significant implications when it comes to lead generation. It means that we must continue to nurture viable prospects until they are...
Tracking Sales Offline
Often when I speak to groups, I ask for a show of hands. "How many of you have a shopping cart on your Web site?" Rarely do even ten percent of the hands shoot up. That's because most Web sites are designed to convert offline, leading to the question of how you can track...
10 Lead Generation (Prospecting) Tips
Sales people often lack the support of a dedicated marketing team that is able to execute lead generation programs on their behalf. This is particularity true in small companies. Still, those sales people succeed in...
Understanding Needs Does Not Close A Sale
This past week I placed 700 cold calls. That's right. Seven hundred. Count em. I have been seeking visionary sales training managers that have interest in licensing new program content (Buying Facilitation or Facilitating Buying Decisions) and it's impossible to find visionaries...
Sales Process: Repeat Success And Avoid Failure
Good sales people are naturals. They just get on with the job, their customers love them and they keep bringing home the bacon. But what is it that they are doing right? Do you know? Can you pass on those lessons to...
Tips For Improving Sales Follow-ups & Closing More Leads
If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of "leads" doesn't guarantee sales will follow.
Does the sales team either ignore your hard-won leads or complain about their quality? Do you ever wonder was the lead even contacted? If so, what's the status? Could you have helped move it along by going deeper in the sales cycle?
This chronic lack of visibility has a snowball effect of making it challenging for marketers to measure their effectiveness and understand their return on marketing investment (ROMI). So what can be done about it?
Here's 7 Tips to Improve Sales Follow-up
1. Get buy in from sales team on your "sales ready" lead definition
2. Provide qualification information for each sales lead
3. Qualify and Distribute sales ready leads immediately
4. Communicate hand off to sales person
5. Measure sales pursuit - If lead not followed up it will be pulled / reassigned
6. Regularly close the loop -what gets measured gets done
7. Sales management must also audit and track rep follow-up
How often do you close the loop? I've found the most powerful way to improve sales follow-up on marketing generated leads is doing more frequent sales and marketing huddles.
Read Collaboration Huddles and 35 Other Ways to Improve Sales and Marketing Teamwork
Finally, if you're using these tips already and still feel that your marketing and sales teams are working against each other instead of being on the same team, you could have some challenges with office politics read on.
MarketingSherpa just published an interview with Marketo CEO Phil Fernandez from a marketing view point and Barry Trailer, Co-Founder, CSO Insights who brings a sales perspective. Together Phil and Barry share seven other strategies to get both sides talking including how to:
Model the sales/marketing funnel
Develop a common vocabulary
Create a closed-loop reporting process
MarketingSherpa: Overcoming Office Politics - 7 Strategies to Generate & Close More Leads.
Closed Loop Feedback: The Missing Lead Generation Huddle
Closed-Loop Marketers More Likely to Reach ROMI Goals
Podcast: Using Closed Loop Feedback to Boost Lead Generation ROI
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.