Posts Tagged ‘Lead Management’
Customer Management – A PC-to-Mac Finder’s Tale
Have you ever lost an account suddenly, unexpectedly? As in, one month they were “happy campers,” and the next they just disappeared?
I hate to admit it, but we haven’t been immune to this syndrome. The root causes were varied; sometimes it was just change in the organization, sometimes it was a change in strategy, but sometimes it was because we simply weren’t addressing a key need or pain, and the client decided to look elsewhere.
These are the worst types of lost accounts, because the simple fact is, we weren’t doing our jobs.
I bring this question up because at work I have recently been shifted from using a PC to using a Mac (I can hear all of the Mac disciples out there now shouting, “Hallelujah! A new convert about to enter the fold!”).
And sure, the 24″ iMac screen is a dream. It’s dual-core, plenty fast, big hard drive.
Except there’s one small problem: without fail, at least once a day, there’s something about MacOS that irritates me to no end: the file manager.
The simple fact is that relative to its competition . . . .
Read MoreInside Sales Best Practices: Don’t Mistake Click-Throughs for Real Results
Click-through rate is one of the most important pay-per-click Web marketing metrics. But be careful not to correlate click-through rates with actual success.
For example, which is better? Getting 1,000 visitors to your Web site, and converting 50, or getting 300 people to your Web site, and converting 30?
The answer is that it depends on how much it cost to get those 1,000 visitors and 50 conversions vs. the 300 and 30, and the total sales each scenario produced.
And in our experience, getting 300 carefully targeted, ready-to-buy, high-value site visitors seems to be the better choice.
In other words, it’s not always about getting visitors to your Web site, it’s about getting the right visitors. During one three- or four-month period a couple of years ago, we were pulling our best SEO and PPC click-through numbers we’ve ever had. An influx in marketing budget dollars . . . .
Read More5 Ways to Rethink Your Marketing Niche – What Is Your (and Your Company’s) Real Expertise?
In our never-ending search for the “perfect marketing campaign,” we as marketers can occasionally get trapped into thinking that “outside the box” is better. Sometimes, it’s simply better to focus on our core competencies. When push comes to shove, we as people, and as organizations as a whole, naturally gravitate to who we are and…
Read MoreBeyond the LRM Study and Lead Response Management
I just finished a phone conversation with Trish Bertuzzi, the founder of The Bridge Group, one of the leading Inside Sales Consulting firms in the US. The topic of our original LRM Study with Dr. James Oldroyd came up and the fact that many people have thrown around a lot of numbers since that research…
Read MoreTechnology Causes Problems—Technology Solves Them Too
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…
Read More9 Steps For Managing Your Leads Effectively
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…
Read More3 Big Differences between B2B and B2C Sales
As always I want to make things clear, and today I’ve set my sights on some acronyms that are used a lot in remote sales: B2B and B2C. What do they stand for? ‘Business to Business’ and ‘Business to Customer’ respectively. Some may argue (and do if you read some of the blogs out there)…
Read More3 Lead Generation Strategies – When to Call… When Not to Call
A friend of mine, Gerhard Gschwandtner, the founder and owner of Selling Power Magazine, just took some time and wrote a post on his blog about when is the best time to call back on leads. The post he wrote came from our landmark research study conducted with Dr. James Oldroyd of MIT that was originally…
Read MoreHow to Get Comments on Your Blog
How do we get people to engage in a discussion, to write comments on our blog?
We honestly didn’t know.
So we asked our friends at SEO.com, the experts.
What is Lead Response Management?
Lead Response Management is the process of responding to leads at the optimal time to achieve the highest contact and qualification rates. Dr. Oldroyd shows … if you can call back a lead within 5 minutes, you are 10 times more likely to contact a lead, and 6 times more likely to qualify a lead than by waiting even 30 minutes.
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