Featured Articles
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The two articles in this month’s newsletter provide best practices for how marketing and sales can align around highly qualified leads. |
Qualified lead generation depends on marketing, sales and top management jointly defining a "qualified lead". You may think you know what qualified sales leads are, but if you asked your salespeople and corporate executives, would they have the same definition? Probably not.
For the full article click here.
Revisit how you qualify leads
It takes on average 30 calls to generate a single sale from a generic cold call list. That’s not only a lot of time-consuming cold-calling, it’s also morale murder, since even the most talented sales pro can get discouraged after making dozens of calls without so much as a nibble.
Sales pros don’t need bigger generic lists of prospects, but shorter lists of qualified leads that are more likely to turn into real customers.
For the full article click here.
ZoomInfo's Chip Terry was featured in the recent Selling Power article How Sales 2.0 Helps Sales Professionals Qualify Leads. “Targeting qualified prospects (and avoiding those who aren't likely to become customers) is particularly important during difficult economic times because there's less room for error...the more you know about a prospect, the more likely it is that you'll sell to that prospect.”
To read the complete article click here.
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