As a long time sales guy, I know that I have a very high chance of closing a sale if the
\nprospect calls me. Over the years I have worked with many different sales systems to help
\nmove along the client to this point. Lead generation programs seemed to provide me
\nwith the wrong people, or it was way too early to talk to them, while others had limited buying
\npower if any, or they needed much more info to get into the sales cycle. But I would duly
\nplug them into the process and work, work, work\u00a0 on moving them resulting in maybe overall total close
\nrates of 10-15% once you looked at the entire funnel. It just seemed to me that there was
\nso much waste. My selling was efficient, but I had not that much effective selling time.<\/p>\n
A few years ago we started really looking at the marketing role- lead generation end. We
\napproached things differently by being very attentive to learning much more about the
\ntarget, how they buy including what they need at various places\/times on the buying path, and
\nhow those messages need to be crafted. As we got better at this we noticed that more
\ntargets were putting up their hands saying, “Talk to me”. Sales cycles were shortening;
\nclose rates were increasing, and sales commissions were rising. We were giving sales
\nfolks more effective selling time.<\/p>\n
From this we have built the lead generation portion of Precision Sales and Marketing . In the lead gen area
\nwe look after the segmentation of targets, the offer(s), positioning, messaging wherever you can be seen
\nby a prospect, lead generation campaigns and the hand off of the “sales-ready” leads to
\nthe sales force.<\/p>\n
As clients have staff ready to take this lead gen program over we train them
\nin running and improving the system. Those leads which are just not “ready’ yet do not get
\ntossed, but they do not plug up the sales men’s time. These leads are put into a low cost
\n“prospect nurturing “program that is run as a marketing activity to encourage the leads to start to
\nmake buyer like activities until they literally put up their hands to be talked to.<\/p>\n
Lead generation is one of four marketing roles\u00a0 in the Precision Sales and Marketing program . In future posts I will explain the other roles, Sales Support,\u00a0 Prospect Nurturing\u00a0 and the Customers for Life. I started with lead generation as it is becoming very topical in sales and marketing leadership, there are some terrific tools to help us yet it is still very poorly done in 99% of companies. Much of the waste in sales and marketing we find starts here.<\/p>\n","protected":false},"excerpt":{"rendered":"
As a long time sales guy, I know that I have a very high chance of closing a sale if the prospect calls me. Over the years I have worked with many different sales systems to help move along the client to this point. Lead generation programs seemed to provide me with the wrong people, […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8,19],"tags":[],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/427"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=427"}],"version-history":[{"count":0,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/427\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=427"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=427"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=427"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}