Lead Nurturing Best Practices

Lead nurturing tactics have made the big companys successful, yet only 43% of all sales enterprises use a lead nurturing process. A recent Aberdeen report states this number and other surprising statistics. Like these: 

• 28% of all leads are not followed up by sales
• 16% of leads which are converted to a sales opportunity close 

The stats are interesting.

Cold Calling Refresher 

I picked up an old book from my library Sunday. Written by Steve Schiffman, Cold Callling Techniques, is the name. I have been cold calling for a long time. But sometimes one gets stale. Or in some cases to smart to stick to the basics. One point Mr. Schiffman makes is the ratio of calls to deals, saying that to get one deal, 5 presentations are needed and that 25 calls should pull the 5 presos.

In our work with electronics companies, both electronic manufacturers and electronic manufacturers representatives, we see huge opportunity in streamlining the work with distys. Often a rep firm has hard costs spent managing distribution, in both human resource and time spent. Another rock to turn over, levered by our automated followup module, is the unmined potential in the disty customer base. If nurtured by top problem solvers like your staff, the prospect companys which your disty partners are calling on can become your next biggest revenue producers.

In our work with electronic reps, we see huge opportunity in streamlining work with distributors. Often a rep firm has hard costs spent managing distribution, in both human resource and time spent. LeadNET, our automated follow up technology, can be used to route and track all sales records to and from the distribution sales channel. This will save huge cost and time. Another rock to turn over, levered by our automated followup module, is the unmined potential in the disty customer base.

Marketing managers and sales managers lives are spent tracking leads and opportunities. Generating leads, routing leads, qualify leads and lead updates eat up time and money. Automating this process has several advantages first, you know the lead is passed to the right sales person quickly, second you know the sales person is working the lead.

Attract New Customers Using Google Adwords

The internet has caused a perfect storm. The average salesperson has been washed away in the flood. Old sales ways and the old sales process have been buffetted to submission. The old sales methods, which used to work, have died, a death by internet. 

Happy New Year all, and an extra Happy New Year to all the prospects which I am about to call, starting today. My sales software pipeline is teed up. All the friendly and cooperative prospects are just sitting in their offices or cubicles, holding their breath, and wishing the phone would ring with me on the other end. And even better, my autoresponder which has been sending out automatic interesting and informative emails like clock work, has pulled a handful of responders asking me to call them. Yes, autoresponders rock. 

Does your sales team build a territory plan? This is a detailed document which defines how sales attainment goals are to be reached. The territory plan is the magnet that applies steady pulling power to your sales goals. Even better, the plan lays out benchmarks for attainment which drives important sales data to sales management. If your company has one great, if not, please consider putting one in place. The steps below are a great starting point. 

Build a Sales Plan to Build Sales Income

IBM called this the Territory Plan

Get your lead flow going. Get more sales leads. If your lead systems are lousy than bang the phones. Don't listen to your sales guys telling you that cold calling does not work. Sure it does. Cold calling has evolved, sure. And so has your customers.