The Optimal Rate of Lead Generation and Conversion

There was a day when you had to choose between quality pipeline and quantity of pipeline. However, with better practices, technology, and data, you can both grow volume, and increase the quality of your pipeline through conversions. The Old Way of Lead Creation Once upon a time, lists were a smart lead generation tactic. However,…

How to Measure a Higher Volume of Qualified Leads

Many companies are using the BANT criteria — Budget, Authority, Need and Timeframe — to qualify leads. There’s nothing wrong with that, however, this approach might lend itself to asking ambiguous questions, and tracking in a discrete way. For example, does this prospect have authority? Well, it’s not quite so black and white. What do…

How Clean Data Leads to Sales Success

There has been much talk about Big Data which, to me, only emphasizes the importance of clean data. According to Kurt Bollacker, “Data that is loved tends to survive.” Having clean data is necessary to extract revenue from your most precious resource: your customer and prospect database. Clean data increases opportunities, saves money, and helps you maintain a…