Why the Definition of a Qualified Sales Lead is Critical to Your Career Success

Why is This Important: The definition of a Qualified Sales Lead is a critical part of your Marketing and Sales Engine. The overall goal of the Lead Generation Team is to produce Qualified Sales Leads for both the Inside Sales Force and the Field Sales Force.  An Annoyed CEO: I was consulting with one company where Marketing.. read more →

Decision: A Consultant vs. A Director To Build Your Inside Sales Team?

Introduction: In this blog, I’ll point out the pros and cons of hiring a Consultant as the Acting Director versus a Director (employee) to build and manage your Sales Development Team or your Inside Sales Team. Let me start out by saying that I am a Consultant, and I am brought in many times as the.. read more →

The 10 Steps to Turnaround a Weak Performing Lead Generation Team

If you have a weak performing Lead Generation Team, below are the 10 most important things to do to implement a turnaround. Lead Generation Teams are also known as Sales Development Teams, Lead Development Teams, or Lead Qualification Teams. (See our earlier blog on Confusing Terms: Lead Generation vs. Inside Sales.) The goal of this group.. read more →

The 3 Worst Mistakes In Recruiting A Director of Lead Generation or Inside Sales

Recruiting the Director of your Lead Generation Team or your Inside Sales Team is a very critical and difficult process. This Director will manage the group that builds your critical sales pipeline and Inside Sales revenue channel. Below are the 3 worst mistakes we’ve seen companies make in hiring this Director. Unfortunately, if you make.. read more →

How To Sell Your Product If It’s a Vitamin and Not A Pain-Killer

Pain-killer Vs. Vitamin   In general, your product falls into one of two categories. Either it is a pain-killer that solves a very critical business pain, need, or crisis for your prospect. Or it is a vitamin that doesn’t really solve any major pain or crisis, but is a nice-to-have and is just a better way.. read more →

Personal Perceived Risk: The Hidden Sales Objection That Will Cause You To Lose The Sale

The Personal Perceived Risk of Buying Your Solution: The hidden sales objection that will almost always cause you to lose your sale, if it is not addressed, is your prospect’s Personal Perceived Risk of going with you and your solution. This is the prospect’s fear that IF he/she does select you, your company and your solution, his/her.. read more →

Why Your Lead Generation Team Is Not Meeting Your Expectations

The goal of your Lead Generation Team is to meet a monthly quota of qualified leads for your sales organization. However, at times, your Lead Generation Team is not meeting your expectations. Below are four primary areas causing the problem: 1. Inbound versus Outbound Reps: Don’t have your Lead Generation Reps following up on inbound.. read more →

Confusing Terms: Lead Generation vs. Inside Sales

Introduction:  In working with many clients, prospects, and industry leaders, I see much confusion about terms surrounding Lead Generation Teams, Inside Sales Teams, and Telesales Teams. There are many terms, and people actually interpret and use them differently. So, in this blog, I’d like to provide my definitions and clarifications around these functions based on.. read more →

Sales and Marketing–The Key to Funding for Startups

Putting Customers, Sales & Marketing front & center in your funding strategy is not just smart thinking, it’s your best path to affordable capital. I’ve recently spent time at a slew of VC and private equity conferences that included American-Idol-style bake-off presentations for companies seeking funding for startups, and a number of themes resonate. The.. read more →

Why Field Sales Reps Should Never Initiate a Deal

It seems counter-intuitive, even controversial, to say Field Sales Reps should not initiate a deal. But closely examining how a sales pipeline works tells the real story. Every sales pipeline has a wide front-end of unqualified raw leads, and a narrow back-end of wellqualified prospects with well-defined pain points. The more time a Field Sales.. read more →