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 […]
I speak to a lot of people I think of as “email marketing armchair quarterbacks.” To them, it’s all easy. Tap out a few sentences on the keyboard. Hit send. Touchdown. Then I ask about the last memorable email they received. Or the last time they responded to a B2B marketing email. It dawns on […]
By Kendra Lee If your sales reps are losing sales, it isn’t necessarily due to COVID. Nor is it the time of year. The fault lies with sloppy selling and poor sales discipline. The good news is you can restore your win rate once you understand today’s selling situation and where you are losing in […]
Yes, it’s a tough sales year. One minute we’re in lockdown. The next minute we can meet for lunch. Then we’re back to Zoom sales meetings. Your sales funnel may be looking pretty thin. This is the year you figure out if you have sales grit or cowardice. A pandemic is no reason not to […]
B2B lead generation is the foundation of business growth. Yet here we are in the middle of a pandemic, half in and half out, somewhat open, but not open. Businesses are attempting to adjust, developing new offerings and selling remotely to the best of their ability. They’re struggling to build relationships with prospects remotely and […]
Bad SEO is as good as a phonebook: worthless for leads.
Lead generation comes first, then sales, then retention, but all are equally important to survive in 2020.
By Kendra Lee The foundation of your lead generation strategy is your target market. It defines the personas you are going to target, the key messages and problems you should talk about, and even the activities you should use. The question I’ve been asked a lot recently is “What do I do if my target […]
By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. Meanwhile, they feel stuck, fearful, and unsure of how to find success in our […]