SEO Leads and Lead Generation
Lead generation doesn’t have to be limited to calling and email campaigns. The holy trinity of sales leads has a third component that is fundamentally different from the other two. That component is inbound leads from the web. People make search queries with commercial intent all the time, and in all likelihood they’re searching for what you sell too. Cold calling and email blasts are a form of push sales and marketing. You plan an efficient and well-targeted campaign, but these strategies will always require a wide net. With SEO,...
read moreSales Recruiting – Managing Sales Professionals
In my last post, we took a look at Recruiting as a Key Accelerator and some often overlooked Recruiting criteria and prioritizing the selection criteria in a somewhat different fashion than you might have seen in the past. This post adds some new elements to prior articles on the subject of Managing Sales Professionals once they have been recruited and brought on to the sales team. While volumes have been written on this topic, I’d like to speak specifically to Company Culture and three of the most common things we see holding back the...
read moreSales Recruiting
Key sales accelerators fall into several categories. One covered earlier in this series was lead generation – specifically the addition of lead generators and other sales support personnel such as appointment setters. Whether you are outsourcing sales or managing your company-owned team, lead generation is a no-brainer as it can easily have a five times leveraging impact on the effectiveness of the sales team, accelerate sales execution and double your sales pipeline, creating some very high ROI’s. Another very common problem area is...
read moreThe Wise Approach to Outsourcing
For many years a certain dogma about when and where to use outsourcing has persisted. It goes something like this: CEOs should outsource those processes that are not core, i.e., not critical to an organization’s operations and keep in-house those processes that are in fact core. Though there have been some variations to this notion of outsourcing only non-core processes, I believe the thinking in this area is somewhat flawed. This is due in large part because its supporters don’t realize certain real-world competitive imperatives that...
read moreTop Ten Sales Tips
Let’s face it, sometimes companies perform at less than optimal levels. Particularly for small to medium organizations, whether you are the CEO, company leader, consultant, or sales and marketing team member, you likely see areas and opportunities for growth. Most CEOs today have a good idea as to what’s not working, but selecting the best sales strategy and allocating enough bandwidth to implement sales solutions requires a clear plan of action. In most cases growth is inhibited by several, often complex and interwoven problems. In this...
read moreEssential Assets for Sales Leaders – Personal Competencies
This is the sixth article in a series related to seven key areas that drive sales and revenue growth performance for organizations involved in B2B sales of products and services. These seven articles are intended to drill deeper into a few key areas initially outlined in the sales consulting articles entitled “Ten Sales Tips.” The first article focused on recruiting the optimal company-owned or outsourced sales force. The second article had to do with how to develop your “Revenue Mechanism,” that ideal blend of human and other...
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