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Do Sales Lead Management Software Systems Really Work?
How do you generate leads? How do you turn leads into sales? What if the leads start pouring in? How do you keep track of them, sort through the window shoppers to find the serious buyers, and not let any good leads fall through the cracks?
Sales Training for the B2B Sales Team
Sales training for B2B sales professionals can streamline sales activity to allow your B2B sales reps more time to invest in profitable, revenue-producing leads. Sales training for a B2B sales team will also provide your team with the skills they need to successfully present themselves and your company to complex prospects.

Lead Generation Best Practices: Dedicate Qualifying Resources
  • Use internal or external dedicated resources for lead qualification and lead nurturing.
  • Heavily integrate the use of the telephone into the qualifying and nurturing efforts.
Lead Generation Best Practices: Multiply Touches/Media/Cycles
  • Use multiple touches to connect and engage with decision makers.
  • Use a smart mix of multiple media: outbound calls, voice mail messages, email and more.
  • Extend contact over several weeks and across multiple sales cycles.
Lead Generation Best Practices: Fewer Leads Are Better
  • Focus on qualifying and developing leads more thoroughly prior to hand-off.
  • Deliver fewer of these more highly qualified leads to sales representatives.
Sales & Marketing Still Not Aligned? Who Owns the Fix?
Life is good when sales and marketing are fully aligned, but when the two groups are out of sync, the path to alignment heaven takes that nasty detour south. While it would be easy to place the blame and point fingers, neither marketing nor sales executives are really at fault as both groups have their own prudent self interests at heart. But the ongoing costs of non-alignment-inefficiencies, wasted dollars and lost sales-make it imperative that sales and marketing get on the same page as quickly as possible. To that end, I propose a straightforward solution where sales and marketing can't or won't align on their own.
Teleservices Business Process Outsourcing: Want to Go North or South?
Business process outsourcing of teleservices-lead generation, lead qualification and lead nurturing-generally goes in one of two directions: north or south. North is good. A best-practice teleservices firm closes the gap between marketing and sales to create sales-ready opportunities needed to drive revenue. South is not so good. Unfortunately, many companies have had negative experiences with teleservices firms that deliver so-called leads when they lack agreed-upon qualifying criteria. I would like to take this opportunity to differentiate between the two and to affirm the value of teleservices outsourcing when executed correctly.
Driving Revenue: Ten Actions Senior Management Must Take Immediately
Companies don't fail because individuals in the company want to fail. Companies fail because employees don't know what the rules are. Companies that are guided by strong boundaries thrive by developing prospects and driving revenue. Companies loosely run, fail.
3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales
Sales is conditioned to not follow up on marketing's leads. Marketing can recondition sales by sending qualified opportunities. This will contribute to increased ROI and marketing and sales alignment.

Other sales lead management Related Articles

Reengineer Your Sales Cycle: Reduce your time-to-sale and increase your lead-to-close rate
The sales cycle is a system of activities that starts when a new lead is generated and ends when a sale is booked. Like any business process, the sales cycle can be streamlined to reduce inefficiencies, decrease time between lead and order, and increase the lead-to-sale conversion rate. We've provided a way to streamline your sales cycle.
Lead Generating
Lead generating has to be the cornerstone of sales these days. Without it we’d all be making cold calls, one after another in hopes of finding someone interested in our products or services. The supposition behind lead generation is that there is already an interest in place, which makes the sales person’s job a whole lot easier. But what are lead generations exactly and how do we get and incorporate them?
Seven Sales Facts to Ponder
From a management perspective, the goal of any sales initiative should be to improve the quantity and quality of the sales efforts of your salespeople. Its primary purpose is to provide focus-process and discipline that will enhance territory performance. This enhancement will lead to an increase in the sales, profitability and market share for each individual territory.
Performance Management
A relatively new management buzz phrase, performance management, has been gaining popularity recently. Management, particularly sales management, has always been about getting results so clearly whatever sales managers have been doing prior to the emergence of this new concept should also be known as performance management. The article explains the tasks required to maximize performance.
SMM 4 | A Simple Way To Lead Your Sales Team To Sales Stardom
On this episode of Sales Management Mastery we are going to teach you how to lead you sales team to sales stardom using our "lead by being led" sales leadership strategy.
SMM 7 | 7 Quick Ways To Lead a Sales Team To Maximum Sales Impact!
On this episode of Sales Management Mastery we're going to give you 7 quick ways to lead a sales team for maximum sales impact.

When should we appoint a Sales Manager?
For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage in the sales function however, the function of sales management should be on your ‘To Do List’ as a business owner/manager even if you are sales managing yourself. Paying attention to your sales activities and results, developing your sales strategy and plan, knowing who to target, etc. all form part of a sales manager's role.
What the heck's a Sales Lead anyway?
One of the biggest challenges in B2B marketing is agreeing on the real definition of a sales lead. Oftentimes, what Marketing says is a sales lead is diametrically opposed to what Sales calls a sales lead.
The Power is in the Question
Does sales management seem to be lost in the wilderness at your company? Was your sales manager your top rated sales person that you promoted based on sales performance? Did your sales manager ever receive any formal sales management training? Do you think your sales force needs to be more aggressive? Are you following best practice principles?

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
Here are the country's 50 top experts in sales lead management, aka demand generation, b2b marketing, lead generation, content marketing, etc.
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