Latest blog entries Mon, 18 Dec 2017 00:54:46 +0000 Joomla! - Open Source Content Management en-gb CRM Really Matters to Your Small Company ... It Helps You Grow in 2013 and Ads Needed Value Many of our clients have told us that with only a small sales force, they get along just fine without spending a limited budget on sophisticated Sales Lead Management or Sales Force Automation software. A significant number of them feel as if they can “Run the business in their heads.”  This may have been true five years ago, but the marketplace is drastically changing. 

]]> (Mark L. Friedman) CRM Tue, 22 Jan 2013 20:51:06 +0000
Sales Lead Management Strategies - Do your sales leads work as hard as you do? Companies spend millions of dollars trying to identify qualified prospects for their products and services. We have come to understand the benefits of targeted marketing using sophisticated database techniques. But what happens once a prospect “raises their hand” and indicates some level of interest in what the company has to say? Some sobering industry information may be illuminating.

]]> (Mark L. Friedman) Sales Lead Management Sat, 05 Jan 2013 09:30:00 +0000
Understanding What Your Sales Manager is Up Against How do best-in-class Sales Lead Management techniques help your company become a Level Four company? The top Sales Priorities of leading companies utilize the following major tactics.  Read below and learn how to become a Level Four company.

]]> (Mark L. Friedman) CRM Sun, 16 Dec 2012 06:00:00 +0000
Sales Lead Management - Back to the Basics Lead Management is a formal process that defines how a business generates, qualifies, distributes and follows up on sales leads. Most important … it creates a pipeline of opportunities for any sales team.

Lead management systems vary widely and can consist of spreadsheets and manual follow-up or have a fully-integrated automated program with a company’s operating system. So, when companies implement a formal process around leads, everyone involved knows exactly what is expected and can actually increase lead conversion by as much as 18 percent.

]]> (Mark L. Friedman) Sales Lead Management Fri, 09 Nov 2012 19:44:00 +0000
Your Web Analytics in 2012 Are you all set in 2012 to easily test and analyze your online marketing data results? Do you understand your customer behavior? Are you optimizing your website and campaign performance?

Even if you have access to reports with good summary data, it’s a challenge to pull out the drill down statistics and data that provides true insight about your site visitors.

]]> (Mark L. Friedman) Web Analytics Sat, 10 Mar 2012 07:16:00 +0000
Without Proper Handling ... Sales Leads Can Seem a Lot More Like Fresh Fish than Fine Wine! Some Sobering Statistics ...
  • 70% of all Trade Show Leads are never followed up by sales reps
  • 60% of Business-to-Business leads took over 60 days to follow up
  • Advertising studies indicate that 20% of inquiries about your products or services end up purchasing from someone (either you or your competition) within six months and 45% end up purchasing within 12 months

]]> (Mark L. Friedman) Sales Lead Management Thu, 23 Feb 2012 05:30:00 +0000
Improve How You Get, Keep and Grow Customers With Velos CRM-360 Velos CRM-360 Assessment: A Web-based Diagnostic Survey that Isolates and Prioritizes Opportunities

Maximizing your organization’s revenue growth requires management to isolate business issues and identify the process improvements critical to your success, while identifying the specific technology solutions that will enable you to implement them.

The Velos Group offers an easy, affordable way for you to isolate and prioritize all of the customer relationship management weaknesses within your marketing, sales and customer service operations: The CRM-360 Assessment.

]]> (Mark L. Friedman) Velos CRM-360 Mon, 06 Feb 2012 18:01:00 +0000
Eight Tips to Maximizing Your Trade Show Investment Several years ago one of our clients told us they had spent a lot of money to attend the annual industry trade show; they paid extra for a prime location and had high expectations regarding their lead generation targets. They had good booth traffic and managers were please when it was all over.

They packed up their booth and sent it to storage.

The next year in preparation for that trade show, they unpacked the booth only to discover all their leads from last year had been left in the drawer of the booth … and nobody had missed them!

]]> (Mark L. Friedman) Sales Lead Management Tue, 05 Jul 2011 16:08:42 +0000
Part II: Do your Sales Leads Work as Hard as You Do? Do Your Sales Leads Work as Hard as You Do", we looked at databases and the importance of responding to sales leads in a timely manner.  Part II covers the qualification, lead qualification and lead scoring.
]]> (Mark L. Friedman) Sales Lead Management Fri, 03 Jun 2011 20:27:00 +0000
Part I: Do your Sales Leads Work as Hard as You Do?
A Harvard Business School study found that fully 80 percent of the sales leads generated from marketing programs are never followed up by the sales organization. In a similar study, Performark, Inc. found, “As much as 90 percent of a business-to-business direct marketing budget may be spent trying to attract leads, and yet a shocking number of those leads are ignored.]]> (Mark L. Friedman) Sales Lead Management Tue, 03 May 2011 22:56:47 +0000
Value of Lead Scoring - Part II: Recommended Steps In Establishing a Lead Score Establishing a Lead Score

As a company’s lead scoring requirements become more complex, a best practice is to design a system that produces a numerical value identifying a lead as qualified and ready to distribute to sales.

Lead score ranges also determine whether to send a lead to the company’s field sales organization, inside sales or to a reseller/channel partner. It also determines whether to pursue the opportunity or to not pursue it.

]]> (Mark L. Friedman) Sales Lead Management Thu, 14 Apr 2011 16:41:03 +0000
The Value of Lead Scoring ]]> (Mark L. Friedman) Sales Lead Management Tue, 15 Mar 2011 22:31:16 +0000 Small Business CRM Intricacies (Mark L. Friedman) CRM Thu, 03 Feb 2011 18:13:51 +0000 Herding “Sales” Cats: Managing the Pipeline – Blog Part 3 - Follows December 17th Blog ... Managing the Pipeline is critical to the two segments covered in our previous blogs: Part I and Part II: Increasing Sales Productivity using the best SFA and choosing the most appropriate Sales Methodology for your company.

]]> (Mark L. Friedman) CRM Mon, 27 Dec 2010 17:40:41 +0000
Herding “Sales” Cats: Sales Methodology - Blog Part 2 - Follows December 6th Blog ... (Mark L. Friedman) Sales Lead Management Fri, 17 Dec 2010 19:08:44 +0000 How to Succeed at Herding “Sales” Cats: Using Software to Help Manage your Sales Organization
Sales organizations have historically been difficult to manage.  While most companies understand the trade-off between a successful sales profile and an easy-to-manage employee, they have found managing successful sales people to be exasperating.]]> (Mark L. Friedman) CRM Tue, 07 Dec 2010 00:51:07 +0000