Tag Archives | lead management

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Don’t forget to vote for SLMA’s Top 50 Most Influential People!

As I mentioned a few weeks ago, BuyerZone’s President Mie-Yun Lee has been nominated as one of the 50 Most Influential People in Sales Lead Management for 2012. All of us here are very excited and are looking forward to the results next Wednesday!To vote for Mie-Yun and other worthy candidates you must be an [...]

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The keys to successful lead nurturing

You probably know by now that lead nurturing is an important piece of the puzzle when it comes to closing leads. Savvy marketers and sales professionals have really begun to grasp the concept that not all buyers are ready to speak to a salesperson, but may very well be interested in purchasing a product or [...]

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Client Relationship Management: The duct tape method

Whether you’re a small company or a large one, having leads in your sales pipeline isn’t enough. You need to track and monitor leads as they move through the sales process to prevent lost opportunities. Many companies use sophisticated software programs, such as a Customer Relationship Management (CRM), to assist them in tracking sales leads. [...]

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Lessons from B2B Marketing University

Silverpop’s B2B Marketing University was a great source information for anyone involved in marketing or managing a sales and marketing organization. (Or as Joe Moloney pointed out during the roundtable discussion — “marketing and sales” — marketing comes first in practice, it should come first in titles, too.) Here are some of the themes we [...]

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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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