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What Dating Can Teach You About Sales Lead Qualification
Sales lead qualification in the B2B world is like dating—you learn more about each other over time, deepening your relationship and, when all goes well, you progress seamlessly from introduction to marriage or first-time lead to closed sale. To be successful, you need to know when to commit more resources to the relationship and when to pull back and provide more space. The Introduction If Sally is introduced to Mark at a party, she might be happy to engage in a little small talk, but a marriage proposal would send her running. Or vice versa. Too much too soon can kill a relationship….in both business and love.
12 Questions to Ask Before Hiring a Business to Business Appointment Setting Company
If you work for a company that sells in the business to business market, outsourcing your appointment setting to professionals may be a smart move, but you should ask some critical questions first. Here’s a list of questions to make selecting the right business to business appointment setting company easy for you.

How to Ratchet Up Demand With Win/Loss Sales Analysis

Written by Wednesday, 30 October 2013 10:32
How to Ratchet Up Demand With Win/Loss Sales Analysis
Why did you lose…or win…that sale?What if you could peak under the covers of a lost sale and discover exactly what went wrong? Or perhaps you’d like to know exactly what gave your company the competitive edge in the sales you won. That information would be powerful in developing a strategy to ramp up remarkable sales results. That’s why I believe in conducting win/loss sales analysis--analyzing why one sales effort won the client over and another did not. You compile data about your buyers’ perceptions of each step in the sales cycle—the marketing messaging, your product or service offering versus the competition, the proposal, the pricing, and more. Then you dissect the data to gain deep insights to what’s working and what’s not and develop a formula for success.
Boost Trade Show ROI and Maximize B2B Lead Generation with Post-Event Follow Up
Does Your Trade-Show Follow-Up Suffer These Symptoms? B2B sales and marketing managers spend plenty of time preparing for tradeshows – developing new products, the booth design and construction, and creating and printing up literature. But often they fail to do the one thing that could more than double or triple their return on investment:
Pre-Event Planning that Accelerates Your B2B Lead Generation Return
In the run up to a trade show or event, managers typically focus on creating an attractive booth, glossy literature, and the presentation and catering. After all, that's where the big money goes. But to increase your return on investment substantially and maximize B2B lead generation, you need an integrated marketing approach that includes a dose of pre-planning.