Lead Generation
How To Build A Great Lead Process In Salesforce
How To Build A Great Lead Process In Salesforce Contact us No topic causes as much friction between sales and marketing as how to create a great lead process in Salesforce. If you get it wrong, sales complain that the leads they get from marketing are rubbish. On the other hand, marketing counter that sales don’t…
Read MoreHow To Track Changes In The Lead Score And Highlight Priority Prospects
How To Track Changes In The Lead Score And Highlight Priority Prospects Contact us Tracking how a prospect’s lead score changes over time means you can quickly get in touch with potential customers at the right time. We call the change in lead score value over time the lead score velocity. You can also refer…
Read MoreHow To Know When To Transfer Leads From Marketing To Sales
How To Know When To Transfer Leads From Marketing To Sales Contact us Passing leads from marketing to sales at the right time is critical for maximizing deal conversion rates. Too early, and salespeople will likely ignore the leads. Too late, and you are wasting valuable sales opportunities because the prospect has gone elsewhere. Of…
Read MoreHigh Velocity Sales in Salesforce | Complete Guide To How It Works
High Velocity Sales in Salesforce | Complete Guide To How It Works Contact us Many of our customers with Inside Sales Teams are already using High Velocity Sales (HVS) in Salesforce. It’s an extensive new feature-set, available from the Spring ’20 Release, and is aimed primarily at Inside Sales Teams. The result? These customers are…
Read MoreWhy Lead Scoring and Lead Grading Are Important
Why Lead Scoring and Lead Grading Are Important Contact us Lead scoring and lead grading are vital if you want to boost the productivity of your sales teams. Why? Because when you push lead scores and grades from Pardot or Marketo into Salesforce, you deliver a superb way for salespeople to prioritize early-stage prospects. That means they…
Read More7 Lead Conversion Metrics You Should Be Tracking (But Probably Aren’t)
7 Lead Conversion Metrics You Should Be Tracking (But Probably Aren’t) Contact us This blog post explains the Lead conversion metrics you should be tracking in Salesforce. Why are these Lead conversion metrics important? They’re crucial because your business puts a lot of effort into generating converted Leads. However, you probably don’t know if these…
Read MoreSuccessful Sales And Marketing Alignment | 5 Powerful Best Practices
Successful Sales And Marketing Alignment | 5 Powerful Best Practices Contact us “I’ll prove it to you!” exclaims Jack Kosakowski. “Let me show you the current state of Sales and Marketing alignment.” It’s September 12, 2017. I’m attending the London Sales Hacker event. We’re in the middle of a panel discussion, “Sales And Marketing Alignment…
Read More40.2 Million Google Search Results On Sales And Marketing Alignment | Summarized
40.2 Million Google Search Results On Sales And Marketing Alignment | Summarized Contact us Search for sales and marketing alignment in Google and you get 40.2 million results. I know this because I did a lot of research for my own article on Sales and Marketing Alignment | Proven Strategies For Success. Although I must…
Read MoreLead Conversion In Salesforce | 5 Proven Best Practices
Lead Conversion In Salesforce | 5 Proven Best Practices Contact us I have seen many attempts to implement an effective lead conversion process in salesforce. Not all of them successful. That is putting it mildly. In fact, businesses often mangle their lead conversion process in salesforce. The result is: Reduced sales, because leads get lost.…
Read More2 Quick Wins Using Web To Lead You Can Implement Today
2 Quick Wins Using Web To Lead You Can Implement Today Contact us Here are two quick wins using web to lead that many companies overlook: Web to lead on their Contact Us page. Web to lead for downloadable web content. However, the fact that many companies don’t do this means they are not generating…
Read MoreShould Salespeople Generate Their Own Leads?
Should Salespeople Generate Their Own Leads? Contact us If they were proper salespeople they would generate their own leads.” So says Paul Rolling. Paul commented on the LinkedIn version of last week’s blog post, “Why Salespeople Complain About Marketing Leads”. The post tells the story of how the Marketing team at Modernis attended a trade…
Read MoreAre Sales Right To Complain About Marketing Leads?
“Most of the marketing leads we get are rubbish!” says Dave Apthorp. Really, Dave? Is it true? Marketing leads are so poor it’s not worth salespeople calling them. We wanted to find out. So we did an experiment. The results might surprise you.
Read More5 Big Mistakes To Avoid With Salesforce Leads
5 Big Mistakes To Avoid With Salesforce Leads Contact us Most businesses should be making use of Leads in salesforce. Unless you’re in a known and finite market then there will always be new Leads to be qualified. (Actually even if you’re in a finite market in which every player is known you should probably…
Read More9 Must-Have Charts On Your Marketing Dashboard
9 Must-Have Charts On Your Marketing Dashboard Contact us dentifying which Salesforce marketing campaigns have generated the most number of sales ready leads is critical to improving marketing effectiveness. So here’s 9 charts that we think should be on the Leads & Marketing Salesforce dashboard for sales and marketing alignment. For full insight, combine these…
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