Convert More Inbound Leads by Coaching Sales Reps in 4 Steps

Business person holding a baseball behind his back and ready to pitch to a salesperson and catcher

By Kendra Lee  Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING. More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. Sales […]

How to Effectively Follow Up With Your Inbound Leads

Effective inbound lead follow-up on the phone

Your B2B marketing campaigns are generating inbound leads. Marketing carefully tracks the source and hands over the information to sales. Your salespeople diligently reach out to everyone on the list. It’s a single, solution-rich message that lets reps easily contact each lead.  But only 1 person responds  You’re confused. Sales blames Marketing for passing a […]

How to Choose Your B2B Lead Generation Target Market

knife cutting dollar

By Kendra Lee The foundation of all B2B lead generation strategies, regardless of the activities you choose to use, is your target market. If you get it wrong, no matter how big your budget, great your content, or how much you pummel it, the results will not fill your sales funnel and will leave you mighty […]