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Lead Qualification

How to Get Qualified Social Media Leads

Written by Thursday, 26 April 2018 00:00
How to Get Qualified Social Media Leads
How many connections do your company’s employees have on LinkedIn? How many followers does your LinkedIn company page or Twitter feed have? It’s easy to get excited as these numbers build, but does it really matter? Yes and no. It matters because more connections and followers can result in an increased number of leads and ultimately boost revenues. However, the sad reality is there’s no guarantee that social media buzz will transform magically into qualified leads. So how do you transform online followings and social activity into bottom-line results? You need to integrate your social media marketing initiatives into your lead generation process.

The Essential Capabilities for Response Handling

Written by Wednesday, 22 June 2016 00:00
The Essential Capabilities for Response Handling
It is possible to have too much of a good thing. Scarfing up a whole box of chocolates at one time, for instance, might fall into that category. A more work-related example is when the phone starts to ring off the hook. It’s what you always dreamed of, so how could you possibly have too many phone calls? If you can’t keep up with answering them, however, you have too much of a good thing. Another frustrating situation is when leads pour in from your latest e-book, and you can’t respond rapidly enough to the interest you’ve generated. When you can’t answer your calls or follow up on content downloads, it put the results of your marketing efforts at risk. That’s because you’re 21 times more likely to qualify a lead that you call within five minutes than let response time stretch to 30 minutes. Those statistics are stunning but…

How to Improve Sales and Achieve Quota

Written by Wednesday, 02 September 2015 00:00
How to Improve Sales and Achieve Quota
“Procrastination makes easy things hard, hard things harder,” Mason Cooley, an American writer. It’s September. We’re almost into the fourth quarter (Q4) and John, the Vice President of Sales, is in a mild panic. It’s not surprising. After all, time’s running out to meet his quota and sales are soft. How did he get into this position? When he arrived at work at the beginning of January, he was full of optimism for the New Year and ready to tackle the sales challenges. Ahead of him stretched twelve long months to make it all happen. Plenty of time to fill the pipeline, nurture leads and convert them into sales. Or so he thought. It seems like this missing link is made of gold. What are these sales lead management teams doing that is multiplying the number of ready-to-buy prospects while cutting marketing costs? But things didn’t work out that way.…
Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. It’s that gap between the two disciplines where leads are lost either because marketing doesn’t qualify them or sales doesn’t follow up on them. Conveniently, marketing points the finger at sales and sales points the finger at marketing. If only there was a group in between marketing and sales that could take marketing leads and transform them into qualified sales opportunities. That’s what a sales lead management team does via the phone, email, and more. And a Forrester Research study says that businesses which put a priority on lead qualification and nurturing have 50 percent more sales-ready prospects and reduce their cost-per-lead by 33%. It seems like this missing link…

How to Cut Your Marketing Cost-Per-Sale

Written by Thursday, 17 April 2014 00:00
How to Cut Your Marketing Cost-Per-Sale
Much attention is paid to the cost per lead in B2B lead generation. However, what’s more important is the cost per sale. After all, that’s the outcome you’re seeking. Let’s say a company sells technology solutions to operations managers. Its marketing and advertising efforts result in a list of 200 leads that costs it, for the sake of simplicity, $5,000. The company shares these leads with its sales people based on their territories. The sales people follow up and walk away with five closed sales. When you divide five into $5,000, you come up with the cost of $1,000 per sale.
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