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. […]
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.
Can you forecast the number of inquiries needed to make sales forecast? That was the topic of a recent LinkedIn Sales Lead Management group discussion between Scott Tate and James Obermyer of the Sales Lead Management Association. Some excellent formulas were shared.