The other day and out-of-the-blue, a client emailed over a file and asked that we import it into their CRM program. This is not an uncommon occurrence here at Ultimate Lead. As is typical, our client said nothing about the formatting or the importance of the many miscellaneous fields that accompanied the names and addresses. […]
With a couple of decades of experience helping companies with their B2B sales lead management and CRM programs, 6 Best Practices have revealed themselves that I would like to share. I’ve witnessed companies succeed and increase sales by diligently applying these practices. I’ve also seen organizations waste thousands of marketing dollars and lose thousands of dollars […]
Sales leads…you worked hard to generate them. Now what? Getting the most from your sales leads requires planning, training and the right system. Listen in as Kip Marlow, host of the Entrepreneur’s Club radio on WINT 1330 AM, interviews Russ Hill, President of Ultimate Lead Systems as they discuss getting the most from your sales leads […]
CRM programs come with big promise. The value proposition reminds me of the film the “Wizard of Oz”. Dorothy sets out with her allies to meet “the Great and Powerful” Wizard, who will surely deliver fulfillment of their greatest wishes. They approach the Wizard with fear and trepidation. When they finally see him behind the […]
Did you ever wonder what the real value is of the leads you generate from your trade shows and marketing efforts? Do you have a sales lead ROI Calculator? Calculating the tremendous potential value in the sales leads you generate is pretty simple. It starts with obtaining the sales dollars or better yet the profit from your […]
Lead Scoring is used extensively in marketing automation programs. Search “Marketing Automation” on Google and Hubspot, Marketo, Eloqua, Exact Target (now part of Salesforce.com), SilverPop (now part of IBM) and others pop-up. Programs to engage and respond to customers “automatically” to cultivate sales opportunities are many. And lead scoring “rules” can be set to give points […]
Most sales people are like Gunslingers, interested in the “quick kill.” This should come as no surprise to anyone who has worked with sales people and looked at the forces that motivate most of them – their assigned sales goals linked to compensation and the thrill of finding and closing a deal.
Marketing and Sales functions regularly seem to “lock horns” over qualified lead generation. If you have spent much time dealing in either of these arenas you’ve probably already experienced this. Sales people hunger for bonafide sales opportunities. Marketing’s challenged is to generate them. As a provider of sales lead management and CRM services, I’ve worked with management […]