What sales lead management methods do you apply? Learn how to maximize the tools marketing teams can use to improve their prospecting system and sales cycle. RELATED: Aligning Lead Management And Sales Management In this article: Challenges Sales and Marketing Pros Face Sales vs Marketing: Fight Best Lead Generation Methods to Drive Revenue The Role of…

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Do you use webinars to generate awareness and leads for your business? Webinars are an effective form of content marketing because they allow you to make your buyers aware of your business value. You can gain their attention and trust by sharing valuable information as opposed to giving a sales pitch. The time to sell…

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Traditional marketing techniques are quickly becoming ineffective and outdated. People can place themselves on a do-not-call list. DVR has decreased the effectiveness of TV commercials. Email spam blockers are getting progressively better at keeping unsolicited email out. While these tools are great for consumers who can now conduct their own online research on products and…

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phone-screen-smAuthor Michael Lopp, blogging under the pseudonym “Rands in Repose,” presented an outstanding treatise this morning on how to run a meeting that brilliantly captures the essence of your average corporate pow-wow—but also contains some striking parallels to sales appointment setting.

What is a “sales cycle” after all, if nothing more than a series of “mini-meetings,” each designed to progress the sale and provide value for both parties?

Not every process works the same obviously, but as Lopp states, a good corporate meeting should decide whether it is about alignment or creation, should have both an agenda and a referee, and should avoid creating a culture of “having meetings for having a meeting’s sake.”

And all three ideas are eminently applicable to sales appointments . . . .

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Technology has trained us to expect things, NOW. When I have a question I’ll Google it and millions of possible answers will be at my fingertips in .27 seconds. I forget that I used to have to go to the library or call a company by looking through the yellow pages. I forgot my cell…

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What does it mean to manage a lead effectively? Listed below are the 9 steps to follow when managing your leads. 1. Lead Generation: any of a number of marketing or sales methods used to generate inquiries. 2. Lead Inquiry: a person provides contact information inviting a response. 3. Lead Capture: the method whereby contact…

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The web has disrupted everything we know about sales and marketing.  Even the time-honored practice of cold-calling has fallen by the wayside, and face-to-face selling, advertising, yellow pages, and direct mail are limping along.  But in return, the Internet is opening up the greatest opportunities ever available for sales organizations who learn it’s secrets. XANT…

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