Phil Lauterjung

Posts Tagged ‘sales leads’

We are now in the dreaded fourth quarter, and some are saying that the recession is over.  Maybe, maybe not.  That doesn’t change the fact that sales teams everywhere are scrambling to put up bonus-earning numbers for 2009.  That, of course, assumes that you were dealt reasonable quotas to begin with.  Okay, okay I hear the grumbling already about that topic.  You’ll need to take that up with your boss – I can’t help with that one.  Read more... (481 words, 2 images, estimated 1:55 mins reading time)

This is one of those topics that could easily have twice as many posts, but I think that eight is enough.  Hey, that might make a good name for a TV show – oooohhh now I’m dating myself.

One topic in this series that has only received passing mention is email marketing.  That should clearly be a component of any good lead generation program and I have written about in the past – Tips for Effective Email Marketing Campaigns, Email Marketing: Getting & Keeping Subscribers, and Increase Sales with Marketing in Transactional Emails.  Feel free to take a look at those articles.  Read more... (430 words, 4 images, estimated 1:43 mins reading time)

Before we dive into Marketing Automation I think it would be good to clarify a very important point.  Leads are people.  I know that might be stating the obvious, but it is critical that we keep that in mind.

The person at the other end of your electronic piece of information has hopes and dreams, fears and frustrations, goals, maybe a family, friends who like them, etc. – just like you and I do.  Never, ever lose sight of that while you are trying to sell to them.  Marketing Automation is all about developing relationships that will lead to long-term customer relationships.  Read more... (729 words, 2 images, estimated 2:55 mins reading time)

If you’ve been following along in this series (if not, why not?), you have hopefully started what you need to in order to get more leads.

Now you’ve got to decide which are the HOT leads?  Remember, we mentioned before that only 20-25% of your leads will be “sales-ready”.  How do you figure that out?

Start with lead scoring.  A process that should be done before you start getting leads, but if you haven’t yet done that don’t worry.  No time like right now to get it done.  You’ll want to take that exercise you went through earlier in developing a typical buyer profile and use that to develop a lead scoring process.  Read more... (608 words, 2 images, estimated 2:26 mins reading time)

What’s a Landing Page you ask?  Well, if you have done what we’ve talked about in the previous parts of this series you will have people clicking on your listing in the organic search results and/or your pay-per-click ads.  Where are they going when they click?  Do they all go to your home page, or maybe to your “contact us” page?  Why do you want them to go there?  Read more... (674 words, 3 images, estimated 2:42 mins reading time)

A few years back I was head of sales for a $70 mil./yr. manufacturing company.  The Executive VP for the company and I had an ongoing debate over metrics to use in evaluating our leads.  His primary measurement was cost-per-lead.  While I felt it was good to know that number I also argued that it was rather meaningless unless we knew how much sales revenue, and over what period of time, we were getting from those leads.  Read more... (751 words, 2 images, estimated 3:00 mins reading time)