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 […]

What to Do When Your Reps Are Losing Sales

Strategies so help your reps to not lose sales

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 […]

Want to Hit Your Q4 Sales Targets? 10 Questions to Make Your Goal

game showing hitting sales targets

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 […]

The B2B Lead Generation System

hands connecting a white and red puzzle piece to show lead generation solutions

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 […]