Archive | March, 2010

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10 tips for implementing Salesforce.com (or any CRM, really)

I chatted with our VP of Sales, Anne Kelly – who led theentire effort – and asked her for 10 tips to share with other companiesconsidering or planning to launch a new CRM system: 10. Begin with theend in mind – understand that this can be a lengthy process and it’simportant to define early what [...]

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Relationships Matter In Lead Gen

I have a guest post up at Coffee for Closers, the lead gen blog run by Leads360. It describes how Relationships Matter In Lead Gen and offers several suggestions on how to get the most out of the partnerships you make for lead gen. Check it out and see if you can start getting more [...]

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Leads, prospects, suspects… what’s in a name?

I was just reading an interesting post from Mac McIntosh: “Are Inbound Leads Really Leads? I Believe the Majority Are Not.” His point is that not all inbound leads are valuable: they need to be qualified, nurtured, and developed like any other lead. I can’t argue with that — but I don’t necessarily agree with [...]

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The basics of lead nurturing

Getting started with lead nurturing may seem like a daunting task, but it’s less complicated than it appears. Use this simple 5-step guide to get started. 1. What is lead nurturing?Lead nurturing is a process of distributing content to prospective customers over time, with the goal of winning their business when they are ready to [...]

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Are the best leads right in front of you (literally)?

Are you ignoring your website as a source of leads for your business? If you are, you shouldn’t be. Are you cutting your attendance at exhibitions, trade shows and conferences? Everyone seems to be slashing travel costs in this economy, but it could be at the expense of great lead opportunities.According to a study by [...]

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Comparing PPC to targeted leads? Keep the costs in mind

Just saw a great article at Search Engine Land titled Are All Leads Created Equal? Obviously, the answer is no — pay per click (PPC) leads are very different than what you’d get from businesses like BuyerZone, which they call “Buyer Hub” leads, which we usually just call pay per lead or PPL.First, let me [...]

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What is a sales lead?

Your marketing team may have one definition. Your sales team may have another.  Both would agree that a targeted, qualified lead is a good thing. So what does that mean?Here is Wikipedia’s definition of a sales lead: “A sales lead is the identity of a human or entity potentially interested in purchasing a product or [...]

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You get a lead…and then what?

We’ll cover lead follow-up tips and processes at length in future blog posts, but I wanted to spend a few minutes offering what I think are a few great tips when sending the all-important initial email to a prospect. The ‘why’ before the ‘what’: What is the benefit your product or service offers? How does [...]

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Are you getting the most out of your leads? Find out before it’s too late

Improving your lead management techniques isn’t something that can wait until your pipeline starts to suffer: by then, it’s too late, as the leads you could have been developing are cold or have purchased from someone else. But evaluating something as complex as your end-to-end sales process can be a challenge — and even if [...]

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Conversion lessons from Leads360

We’re still digesting lessons we picked up at LeadsCon last week. Our VP of product management Steve Gottlieb collected some lessons from Leads360, a notable lead management software provider, and thought we should share them here. Leads360 shared some outstanding data on lead conversion and follow-up processes. Granted, their network is mainly B2C, while ours [...]

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