3 Things to Keep Leads Coming In
Posted by TRO
Everyone would love to have a steady stream of qualified leads coming in all year long; actually if you had that, you could build any business over time. So treating this business problem as a major Key Result Area and making it a part of your quarterly review process is a good place…
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How to Open the Top of Your Lead Funnel
Posted by TRO
A lead funnel consists of marketing at the top and sales activities at the bottom generating revenue. Marketing feeds the top of the sales funnel. Salespeople are always doing discovery meetings, solving problems, and closing the deal. The bottom of the sales funnel is where the money comes out and everybody wins. There…
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Only pick leads when they’re ripe
Posted by TRO
Apples, when not ripe, don’t taste very good. It’s a season thing. Same thing with a dating relationship, timing is everything; don’t rush in. Same thing with leads! According to HubSpot, 80% of sales require 5 follow-ups. To make use of this principle, pay attention to the 4 parts to the buyer’s journey.…
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There has to be a reason to talk!
Posted by Isaac
Here’s a common problem we see in the lead generation world. A phone call uncovers services are needed A time to talk in more depth is scheduled Calendar invites are accepted. The appointment date rolls around, and, no one is on the other end. Why does this happen? To understand, you have to put…
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Sow the seed, reap big rewards
Posted by TRO
Lead Nurturing comes before Lead Plucking! Scene from a typical marketing conversation~ Client:”I’m looking to get some new leads going” TRO: “great, that’s what we do” Client: “we want to get started next week” TRO: ” I’m sure we can accommodate that” Client: “and we need the leads to create revenue this Quarter”…
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5 things to do when you have 50 Million contacts and no leads.
Posted by TRO
There is a false sense of security when we hide in big numbers. When it comes time for a reckoning, only true numbers stand the test. It’s like having a giant piggy bank sitting on top of your dresser. And as a kid you look up at that piggy bank and you think…
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The birth of a lead
Posted by TRO
Here’s a little story of how many leads are born today. There’s a conference table, there sit a ceo, cfo, coo, it and other staffers. a recurring business problem comes up again. for the third time. Someone suggests we should do something about it, and the idea enters into discussion. “First, does anyone…
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