All Posts Tagged With: "sales"

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Are You Making These 5 Lead Management Mistakes?

Are you looking to acquire more customers with less leads? That strategy would certainly improve your profit and decrease wasted marketing dollars. Unfortunately, you probably don’t even know how many opportunities you are throwing away every day. Proper sales management will instantly put you on top of every deal and increase the pull-through on your [...]

2Jul2008 | Bill Rice | 2 comments | Continued
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Closed Loop Marketing, Generating the Best Leads

Generating demand and generating buyers are two very different lead experiences for a sales person. Demand generation typically delivers a great conversation that may evolve into something eventually at best and a non-responsive withdrawal at worst. In contrast, buyer generation delivers a lead that is ready to get to business and is just looking for [...]

14Jun2008 | Bill Rice | 0 comments | Continued
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Lead Generation Industry, You Asked We Delivered

At LeadsCon 2008, there was a lot of interest in closing the loop between lead generation and lead management performance data–seen as a critical success factor for online originations.
As you may remember we had this discussion all the way back at Leads2007:
TODOs
These major themes drove this group to commit to three major initiatives:

Internet Leads Best [...]

10Apr2008 | Bill Rice | 0 comments | Continued
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Stop Using Cost Per Closing to Evaluate Lead Sources

Lead quality is increasingly front and center for new and existing online lead buyers, but that quickly begs a debate on how to measure quality.
One of the metrics that is often quoted by buyers and sellers is cost-per-closing, essentially ROI. Now, although I do not debate this metric in running your overall business, it is [...]

9Apr2008 | Bill Rice | 2 comments | Continued

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