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Traits of the Best Teleprospectors
Last month’s webinars on leveraging the human touch to drive leads, presented for the B2B Lead Roundtable and Marketo, prompted a great question: “What should I look for in a teleprospector?”...
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To Call or Email? That is the Question
When Brian Carroll and I present webinars on adding the human touch to lead nurturing, like the ones last month for the B2B Lead Roundtable and Marketo, we inevitably get these questions: “How often...
View ArticleWebinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion...
Since 2007, InsideSales.com has been partnering with leading academic institutions to analyze data gathered from two billion communications with 80 million customer profiles. During Tuesday’s B2B Lead...
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Do You Expect Your Inside Sales Team to Practice Alchemy?
Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side....
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Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research If you really want to...
View ArticleWebinar Replay: Six Funnel Focal Points to Finish 2011 Strong – Part I
If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I, you found out that even though the end of the year is less than 125 days away,...
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B2B Webinar Part 2 – Finish 2011 Strong: Six Funnel Focal Points to Maximize...
Your success hinges on what you accomplish in the time you have, and that is never more true than these last few months of the year as we all race to meet projections, quotas and sales goals. At our...
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From a Challenging Marketing Past to the Most Promising Marketing Future: Top...
I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead...
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OpenView Names Top 25 Sales Influencers for 2012
I received some news today that leaves me both humbled and honored. OpenView Labs named its top 25 sales influencers for 2012, and I am among them. This is especially meaningful for two reasons. First,...
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The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready...
As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our...
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The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready...
As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our...
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8 Questions to Steer Your Marketing Priorities
You could be racing the finest Formula One car, but if you’re always steering in the wrong direction, even a horse and buggy will beat you to the finish line. So it is with marketing. Too many...
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Teleprospecting: When cutting response time is a priority (and when it’s not)
When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more...
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Lead Qualification: Stop generating leads and start generating revenue
B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell....
View Article3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads
When I first started making test calls with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective...
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B2B Marketing: 6 essentials for testing your teleprospecting
For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. At MECLABS, we’ve made this a science and have even patented a...
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Lead Generation: Does your teleprospecting deliver value to prospects?
Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and...
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Stop Cold Calling and Start Lead Nurturing
Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. He called me after two salespeople quit, and he said, “I’m about to give...
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How Much is Your Address Book Worth?
How much is your address book worth? I know that seems like a silly question because very few people even have a little black book that contains all of their contacts’ phone numbers and addresses. I...
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The Biggest Contributor to B2B Revenue
In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive,...
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