Category Archives: Sales 2.0

Lead Scores Too High? Maybe They Need An Expiration Date.

February 27, 2012 – 9:38 am

In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead [...]

By Howard Sewell | Also posted in B2B Marketing, Lead Management, Lead Nurturing, Marketing Automation | Tagged , , , , , , , , | Comments (2)

Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

February 24, 2011 – 3:50 pm

I only recently came across the results of research published late last year by Leads360, a leading provider of hosted (SaaS) solutions for managing sales leads. In their August 2010 report, “Building the Optimal Inquiry Response Strategy,” Leads360 use the data collected to make some startling claims, amongst them the following: “The findings of this [...]

By Howard Sewell | Also posted in B2B Marketing, inside sales, Lead Management, Lead Nurturing, Marketing Automation, telemarketing | Tagged , , , , , | Comments (5)

ConnectAndSell: Novel Solution for Increasing Sales Efficiency

April 22, 2009 – 10:51 pm

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that 70 [...]

By Howard Sewell | Also posted in B2B Marketing, Cold Calling, Demand Generation, inside sales, Installed Base Marketing, Lead Management, Lead Nurturing | Tagged , , , , , , , | Comments (2)