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Oh say, can you key?
Meet the leads from your last trade show. Oh, sure, you scan everyone who comes through your exhibit but being a first class opportunity catcher, you are taking names during the sessions, at lunch and...
View ArticleSmartLead’s Channel Marketing Management
Selling through the independent channel is the predominant go-to-market strategy for Business to Business (B2B) organizations. If you are like many companies, you are asking your partners to help...
View ArticleRequalify leads to increase sales yield.
Recently I sat in on a client review to discuss the results of a calling campaign to increase the sales yield for previously qualified leads. This client sells through the independent channel....
View ArticleFirst In, Best Dressed
When living in New Zealand I heard the expression, “First in, best dressed”. I had no idea what it meant, but in the context that it was said I had to assume it translated to, the first person who...
View ArticleLeading through teamwork
I recently attended a chamber music concert with my wife. We arrived just before the start of the event and like last minute arrivals at church we were seated in the front row. The principal violinist...
View ArticleEvery story needs a point! That’s the point of this one!
My niece is an actress. She has her theatrical arts degree and has decided to make acting her career. Last weekend I traveled to Chicago and saw her in a play. A huge festive family dinner followed. At...
View ArticleTrends: CRM for Your Sales Channel
SmartLead has been in the Sales Lead Management and CRM space for over 30 years and there are a few trends that we have found which set the “best-in-class” clients apart. These trends are deceptively...
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Taking another bite of the apple
Recently I sat in a meeting to discuss the results of a lead nurturing campaign. For this client we called previously marketing qualified leads to determine if their prospects were still in the market....
View ArticleCRM Insights – Where Service Meets Technology
It seems that almost 100% of the time that we work with a new client the first question is always, “There is so much we need to do, where do we even start?”. That is a great question but it stems from...
View ArticleJust Because They Speak English, Don’t Believe They Think Like You
Recently I spoke to about a hundred undergraduate and MBA marketing students. I was asked to share during my talk what I have learned along the way. I shared my key learning’s in a previous post. Part...
View ArticleLead Nurturing – Where Service Meets Technology
According to recent research, “79% of marketing leads never turn into sales. Lack of lead nurturing is the common reason of this underwhelming performance. (Source: MarketingSherpa).” We have found...
View ArticleUniversity of Iowa Professional Preparation in Marketing Class
I spoke last week to a group of about a hundred marketing students at the Distinguished Guest Speaker series at the Tippe College of Business at the University of Iowa. The topic had two parts: an...
View ArticleSales Support – Where Service Meets Technology
In today’s technology driven world it can be very easy, and very common, that when a problem arises we want to just purchase a new software solution to solve it. Don’t get me wrong, not against using...
View ArticleLead Management – Where Service Meets Technology
At first glance, managing sales leads doesn’t seem like it should be too difficult. In fact most of the software as a services CRMs rely on people thinking this way. If the lead management process is...
View ArticleCRM – When Did We Separate Service From Technology?
If you have ever used a lead management system or Customer Relationship Management System you have probably faced a common challenge. The technology tends to be over complicated and makes it harder to...
View ArticleMaking Choices: Supporting the Best Sales Outcomes Part 1
We all want the same thing when it comes to business: increasing sales. This goal will often be worded in a variety of ways from enabling outcomes to supporting sales initiatives, from improving...
View Article3 Reasons Your CRM Doesn’t Work
If there is any one consistent thing I hear from the business executives that I meet with it is that they have recently implemented a new: CRM or Marketing Automation Platform, or reporting tool or...
View ArticleCRMs aren’t Sexy
As we go into budgeting season, a lot of our customers have been deciding how to allocate their precious marketing budget. With buzz words flying and new, interesting marketing outlets like social...
View ArticleA Thanksgiving Poem
I wanted to write a Thanksgiving poem about how an automated lead management system works even when you aren’t so you don’t have worry and can instead can spend time with your family. This is as far...
View ArticleSupport Sales Part 7: Empower Sales to Generate Leads
In the past, supporting our sales channels has meant doing most of the work for them. However, in today’s marketing environment we are forced to rethink certain assumptions. Consider your distribution...
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