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The Missing Link in Lead Qualification Systems: Sales

The Missing Link in Lead Qualification Systems: Sales

Louis Foong May 25, 2010 0

Demand generation marketers often spend countless hours designing and fine-tuning their lead handling systems. Complicated flow charts are created, lead questionnaire content is debated endlessly, forms are designed, and telemarketing and email scripts are

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Social Media Success Won’t Fix a Broken Sales Funnel

Social Media Success Won’t Fix a Broken Sales Funnel

Louis Foong May 19, 2010 0

If you are a B2B marketer looking to use social media as a way to generate more sales leads, by all means test and experiment with it. However, first be sure that your CRM

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Social Media for Demand Generation: Silver Bullet or Snake Oil?

Social Media for Demand Generation: Silver Bullet or Snake Oil?

Louis Foong April 26, 2010 1

Social media sites like FaceBook and Twitter are revolutionizing the way companies market their products and services— or, at least, that’s what the internet marketing consultants, evangelists, gurus, and camp followers have been preaching

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Effective B2B demand generation should not be complicated

Effective B2B demand generation should not be complicated

Louis Foong April 19, 2010 0

Unfortunately, with the advent of sophisticated CRM and sales automation tools, we are seeing a tendency to over-think and over-complicate the DG process or to rely too heavily on technology as a “silver bullet.”

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Why Most “Spike” Marketing Campaigns Fail

Why Most “Spike” Marketing Campaigns Fail

Louis Foong March 24, 2010 0

Companies often initiate tactical “spike” marketing campaigns to overcome a quarterly sales or lead shortfall. “Spike” programs are a series of “one offs” that may yield short term numbers. However, they are largely a

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ALEA’s Universal Definition of A Lead

ALEA’s Universal Definition of A Lead

Louis Foong March 16, 2010 0

Your demand generation campaigns are bound to generate responses. But are these all leads, worthy of follow-up by your sales reps? Even inexperienced marketers know that the majority of responses are simply inquiries: people

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Break Your Lead “Pusher” Habit for More Sales

Break Your Lead “Pusher” Habit for More Sales

Louis Foong March 10, 2010 0

Implementing a “pull” lead management system, on the other hand, can produce dramatically better results. Because the lead has been specifically requested by the rep, it is much more likely to receive immediate follow-up.

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Lead Generation….Clarity of purpose

Lead Generation….Clarity of purpose

Louis Foong February 5, 2010 0

A company should categorize their funnel in different buckets or levels and only the most qualified leads should ever make it to sales. There should be a migration path from bucket to bucket and

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