Businesses that have longer sales cycles, such as in business to business (B to B), have not been able to take full advantage of their marketing because they are unable to extract enough information from these same leads. Leads are reluctant to fill out forms or call because they are not ready to buy, leaving 98% of visitors undiscovered...more
Following are 56 reasons I have found why companies fail. Of course, there are hundreds of faults, but I have found these 56 to be the main causes of most failures. Some have immediate fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense. View the PDF here > Not Yet Gated
Brutal truth. In this guide for CEO’s that are trying to understand the conflicting stories from their salespeople and the one document that indicates the health of their company, the author takes the reader on a journey of what is really happening when sales are dropping and the forecast from the pipeline appears unreliable.
There are secrets to every profession, but not everyone is willing to share them. Not Patricia Fripp, known as just "Fripp" to her thousands of followers. In this transcript of her radio/podcast interview on SLMA Radio Fripp teaches and pushes and in the process reveals secrets of her industry. Vintage Fripp.
Salesfusion, announced the availability of its Emerging Business Solution. By packaging together its platform and managed services, Salesfusion is providing complete marketing automation functionality as well as support to execute campaigns and ensure customers take full advantage of the platform.
Web Insights launches to help B2B organisations turn anonymous web traffic into leads and improve sales effectiveness and combines the power of Web Analytics and CRM into a single platform, enabling sales and marketing teams to be more successful.
How Mobile Lead Capture is the Future for Better Qualified Leads from Events
Events, whether private “trade shows”, users conferences or association and member events, all have similar issues. They generally know who is at their event (registration) but they don’t know where they go, who they speak with and if they are interested in products and services shown by the organizer or paid exhibitors. In spite of efforts by some exhibitors organizers there is still no clear winner of the technology which is used at events, until recently. Mobile led capture seems to be gaining traction. In this interview with High Performance Software’s CEO Peter Gillett we get an update on Mobile Lead Capture.
Define the sales lead management process for all the players or the salespeople will pay the price in lost revenue.
A defined sales process must be defined for every company; without it to direct marketing, marketing operations, sales management and the salespeople a company is more closely aligned as game in Las Vegas than a for profit company. The same issue is true for a sales lead management process. If a company has not defined how inquiries will be addressed, whatever you are spending on marketing is a crap shoot or simply betting red or black at roulette. In SLMA Radio this week, James Obermayer, four time author, speaker, consultant and founder of the Sales Lead Management Association discusses the importance of defining a sales process. The host is Paul Roberts.
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