by nickmartini on July 23, 2009
Some people in sales think a lead is a name from a list. That’s not correct. A name from a list is not a lead–it’s a suspect, a total stranger and it does not matter if they meet some criteria (e.g. age, occupation, net worth). A true lead meets your criteria AND has expressed interest [...]
by nickmartini on June 18, 2009
Learn the best ways to increase your sales and company’s productivity by prioritizing your sales leads.
by nickmartini on June 12, 2009
Grow your business in the online marketplace by learning these steps on managing your internet leads.
by Bill Rice on October 23, 2008
I hear a lot of this, “I wish my lead provider would give me better leads.” And, a fair amount of this, “Customers don’t work the leads the way they should.” However, so often that is all it amounts to–a bunch of under the breathe quibbling.
There are some basic things lead sellers and lead [...]
by Bill Rice on October 20, 2008
There is an interesting and lively discussion taking place at LeadCritic.com. The question posed is “Why the Lead Exchange Model Can’t Work.” The premise of the original author’s denouncement of lead exchanges seems to rest on three assumptions: “paper thin margins,” circumvention, and volume. I am not certain that I believe they can’t work. I [...]
by Bill Rice on July 28, 2008
Lead management is certainly becoming the new buzz word in CRM. My theory is that it is to obscure the failure of the CRM concept and the budgetary fiascos it has brought to most organizations. As you know, CRM always promised big ROIs and WOW customer experiences. So, as my theory goes, CRM is out [...]
by Bill Rice on July 2, 2008
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 [...]
by Bill Rice on June 17, 2008
Kaleidico is always trying to give you better tools and insights into the internet lead market, helping you to make smarter lead buying decisions. Today, we continue that goal by launching the Lead Marketwatch State Concentration lead widget–look to the right sidebar.
As any lead buyer knows state filters can have a significant impact on internet [...]
by Bill Rice on June 14, 2008
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 [...]
