Tips For Effective Lead Management
For many sales people that sell general B2B equipment and services, cold calling on general businesses is where the whole sales process starts. If this is you, then you could be much more succesful by implementing a few simple lead generation rules.The fastest and easiest way to boost sales is typically in prospect identification. In other words, what aspects or “behavior” would an ideal business prospect possess?
This behavior could mean past purchasing history, their current use of products and services, or maybe their inclusion in certain niche media sources etc.. What is important is that you and your sales team are using a consistent set of rules to determine who deserves your valuable time. After all time is money, and if that’s true, which it is.. then spend a little time reading this blog post by Brian Carroll Lead Generation Check List
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This Year Ends With More Sales | Section 179 Makes This The Worst Time To Stop Prospecting
As most smart equipment sales people know Section 179 (what is it) will expire at the end of this year. The Section 179 (for leases) Tax Deduction allows businesses to save huge on their taxes. It is also is a great opportunity to get some quick sales from educated buyers. Businesses will upgrade their equipment early in the next two weeks in order to take advantage of Section 179 (ease of election). It is a huge money saver when a company gets to write-off the entire equipment price at the end of this year.Most sales people give up at the end of the year, only focusing on the prospects that are already in their funnel. This is a huge mistake, and savvy sellers know this. The smartest sales people will target large prospects (sometimes ones they have never even approached before).
They target prospects that have leases on equipment that are 50-57 months old, because these business prospects have the highest probability of entering into a new equipment lease in the next two weeks. As great sales people know, timing is everything, and there really is no better time than now to approach large accounts that will upgrade their equipment to take advantage of section 179 (show them the free calculator). Even with a complicated sale that would typically take months, great sales people can land large accounts in days, at least with proven prospects that will buy now to save thousands.
Free PDF Download: The Latest BtoB Sales Pipeline Strategy
This is an excellent resource for BtoB marketing and sales people looking for a boost. The free pdf. is an overview of some of the latest tips and tricks being used to grow sales and achieve higher ROI on marketing efforts. The free ebook contains three chapters:- Creating Sales Opportunities With Lead Scoring
- Content Mapped to Buying Stages -Powers Nurturing Results
- How to Optimize Lead Nurturing to Pump Up Your Sales Pipeline
This guide contains lots of great diagrams and charts to illustrate all of the major points
Click Here To Download
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