Most companies expect their salespeople to act as the primary interface with the customer, particularly when the customer is still a prospect. Salespeople are expected to find the prospect and initiate the relationship, introducing themselves, their company and its products. They’re supposed to establish…
If you’ve been in sales for any length of time, you’ve no doubt heard the saying that “nothing happens until somebody sells something.” Attributed to Jim Barksdale, it’s a source of pride for salespeople who understand the true value of what they do. It…
At LeadGen.com, we are willing to concede that the definition of a “sales lead” has been irretrievably ruined. And so, for our purposes, we use the term “qualified sales lead,” which we define as: A decision maker (or strong decision influencer) who has a…
The fact is that a sales and marketing program can work if you use the right strategies and tactics, strategy and tactics that are valid for your unique situation. To be sure, what most people think of as marketing, lead generation, and even sales…
Finding new sales in today’s highly competitive, and recession plagued, business-to-business market is an enormous challenge. For companies that want to grow their B2B revenues, there are seemingly no viable and cost-effective options. Advertising, direct mail and PR all suffer from clutter, high costs,…
An effective Marketing and Sales Program can mean the difference between failure and success for your business, as illustrated by just a few examples: We helped an early innovator in IP security systems increased their sales from less than $1 million per year to…
Executive Summary For companies that sell their products through VARs, distributors or manufacturers reps, the initial savings and easier entrée into the market that they provide are attractive. But channel partners often require handholding, and you can give up quite a bit in margin….
Research shows that over 70% of customers base at least part of their buying decisions on simple trust and credibility. In other words, they base it on faith that you can solve their problem. And while there are a number of ways that you…
The Keys to Untangling The Sales and Marketing “Missing Link” Problem Does This Sound Familiar? The Missing Link problem refers to the different definitions used by Marketing and Sales professionals when they talk about what constitutes a “sales lead” – or, more precisely, what…