A lot of what an enterprise software sales team does with leads depends on qualification. Deciding which leads to pursue requires sales people to successfully use qualifiers. The most promising of these is some version of “this prospect’s job to… Read more ›
An important job for anyone in a sales management position is to define what “valuable” means with regard to leads. Not all leads are the same. Some leads will be very valuable. But other leads will have little value. Therefore,… Read more ›
Most sales people have a pavlovian reaction to “cold call” telephone sales — quick glances from left to right (anywhere but straight eye to eye contact) and a determined effort to vacate the premises. The fact is that “cold call”… Read more ›
As I noted in an earlier post, the “Share” feature of typical Social Media (like Google+) delivers useful benefits to marketers working on the complex sale. Present appropriate and engaging topics germane to your product or solution to attract the… Read more ›
Complex sales for enterprise customers invariably include discussions, and meetings with a number of contacts from the prospective business. A decision to purchase a complex product is rarely, if ever, made unilaterally within these businesses. Therefore, when otherwise unknown contacts… Read more ›
The quality of leads generated through a business’ promotional efforts (including sales leads delivered from staff efforts) is very important to the actual results of sales efforts. Save a lot of time and a lot of money: make certain that… Read more ›
As I have written earlier in this blog, a teleprospecting campaign can yield substantial results for sales of complex products targeted at enterprise business prospects. These substantial results can amount to high quality sales leads, depending on how successfully the… Read more ›
Sales cycles for enterprise products and services are long enough, do not retard the pace of these complex sales processes by neglecting the importance and necessity of prospect qualification. Be sure to include prospect qualification within every step of your… Read more ›
