Comments on: Increasing B2B Lead Management ROI: 4 Key Performance Indicators http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/ A B2B LEAD GENERATION, MARKETING & SALES BLOG Tue, 13 Jul 2010 17:15:21 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: Michael Thimmesch http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/comment-page-1/#comment-6416 Michael Thimmesch Wed, 03 Mar 2010 02:59:25 +0000 http://www.sales-lead-insights.com/?p=1575#comment-6416 Trade show leads present a challenge unlike most B2B leads. Most exhibitors use the lead systems from the show, which can change from event to event. The person recording the lead may only do that for one show, unlike a career telemarketer or a website landing page with mandatory fields. We repeatedly preach to our trade show clients the need to follow up, follow up, follow up on leads generated at the show. They've invested a lot to take qualified people (they paid their own money to go to a show and see products) further in the sales cycle (only way other than a sales call to get face to face with the prospect, and armed with sales tools in the booth). We find reasons trade show leads don't get follow up are: 1. Not enough qualifying information written down about the lead on a lead card or in an electronic lead system, showing interest level and willingness to meet with a sales person...so even if the prospect wants to meet, the sales person doesn't know it. 2. The booth staffers were not trained to ask and record the information needed to qualify leads, as determined by sales. So the sales people don't feel the leads are qualified. 3. Lead follow up gets pushed aside because the sales people who were booth staffer now have to follow up on the leads -- but they are digging out from being gone at the show. 4. Lead follow up packets (brochures, cover letter) were not prepared before the show started to allow for follow up right after the show (or even during it). Fortunately, these are not insurmountable issues, but issues that can be resolved with communication, teamwork, and planning. Trade show leads present a challenge unlike most B2B leads. Most exhibitors use the lead systems from the show, which can change from event to event. The person recording the lead may only do that for one show, unlike a career telemarketer or a website landing page with mandatory fields.

We repeatedly preach to our trade show clients the need to follow up, follow up, follow up on leads generated at the show. They’ve invested a lot to take qualified people (they paid their own money to go to a show and see products) further in the sales cycle (only way other than a sales call to get face to face with the prospect, and armed with sales tools in the booth).

We find reasons trade show leads don’t get follow up are:
1. Not enough qualifying information written down about the lead on a lead card or in an electronic lead system, showing interest level and willingness to meet with a sales person…so even if the prospect wants to meet, the sales person doesn’t know it.
2. The booth staffers were not trained to ask and record the information needed to qualify leads, as determined by sales. So the sales people don’t feel the leads are qualified.
3. Lead follow up gets pushed aside because the sales people who were booth staffer now have to follow up on the leads — but they are digging out from being gone at the show.
4. Lead follow up packets (brochures, cover letter) were not prepared before the show started to allow for follow up right after the show (or even during it).

Fortunately, these are not insurmountable issues, but issues that can be resolved with communication, teamwork, and planning.

]]> By: Mac McIntosh http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/comment-page-1/#comment-6408 Mac McIntosh Wed, 24 Feb 2010 23:48:48 +0000 http://www.sales-lead-insights.com/?p=1575#comment-6408 Jenna, as you know B2B sales can be triggered by events related to your prospective customer or her company. For example, they may have landed a new client or be expanding, creating a need for your product or services. Or they may have hired a new executive, giving you a new sales opportunity now that the guy who wouldn’t return your calls has moved on. In addition to the companies you mentioned that serve up sales-trigger information about your prospects and customers, <a target="_blank" href="http://www.salesfuel.com/" rel="nofollow">SalesFuel</a> comes to mind. You can also find some trigger information for free by using <a target="_blank" href="http://www.google.com/alerts" rel="nofollow">Google Alerts</a> to update you when any news containing specific keywords or phrases hits the Internet. <strong>Readers, can you add to the list of companies or services related to sales triggers?</strong> - Mac Jenna, as you know B2B sales can be triggered by events related to your prospective customer or her company.

For example, they may have landed a new client or be expanding, creating a need for your product or services. Or they may have hired a new executive, giving you a new sales opportunity now that the guy who wouldn’t return your calls has moved on.

In addition to the companies you mentioned that serve up sales-trigger information about your prospects and customers, SalesFuel comes to mind.

You can also find some trigger information for free by using Google Alerts to update you when any news containing specific keywords or phrases hits the Internet.

Readers, can you add to the list of companies or services related to sales triggers?

- Mac

]]> By: Mac McIntosh http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/comment-page-1/#comment-6407 Mac McIntosh Wed, 24 Feb 2010 23:26:00 +0000 http://www.sales-lead-insights.com/?p=1575#comment-6407 James, you are correct that there is often a disconnect between marketing and sales. The biggest disconnect to affect leads is the definition used to determine which leads are qualified, sales-ready opportunities. Salespeople will follow up leads they believe are qualified. If marketing uses the same qualified lead definition as sales, leads won't be wasted and those which are not yet sales-ready opportunities can be nurtured by marketing until they are (this finds the 3-out-of-4 sales opportunities that come from longer-term leads). - Mac James, you are correct that there is often a disconnect between marketing and sales.

The biggest disconnect to affect leads is the definition used to determine which leads are qualified, sales-ready opportunities. Salespeople will follow up leads they believe are qualified.

If marketing uses the same qualified lead definition as sales, leads won’t be wasted and those which are not yet sales-ready opportunities can be nurtured by marketing until they are (this finds the 3-out-of-4 sales opportunities that come from longer-term leads).

- Mac

]]> By: Janna Soltero http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/comment-page-1/#comment-6406 Janna Soltero Wed, 24 Feb 2010 22:29:19 +0000 http://www.sales-lead-insights.com/?p=1575#comment-6406 I wonder how the concept of sales triggers come into play with lead management ROI. A number of companies I know rely on such triggers as management change, M&A, etc. as their entry attempts into new accounts. Do you have suggestions on how to best integrate this concept in lead mgmt ROI? Further, do you know of companies that offer sales trigger alert services (there is inside view - but they are not accurate; and www.ctosonthemove.com - but they are only IT execs-focused)? Thank you for your input. JS I wonder how the concept of sales triggers come into play with lead management ROI. A number of companies I know rely on such triggers as management change, M&A, etc. as their entry attempts into new accounts. Do you have suggestions on how to best integrate this concept in lead mgmt ROI? Further, do you know of companies that offer sales trigger alert services (there is inside view – but they are not accurate; and http://www.ctosonthemove.com – but they are only IT execs-focused)? Thank you for your input. JS

]]> By: James Krouse http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/comment-page-1/#comment-6397 James Krouse Thu, 11 Feb 2010 15:08:06 +0000 http://www.sales-lead-insights.com/?p=1575#comment-6397 We've been doing a lot of stories on lead follow-up post trade shows. Most people are focused on getting the leads but following up with the qualified ones is just as, if not more important. Most of the time the follow-up isn't there. Sometimes it's a disconnect between marketing and sales. Marketing is handing over something they think is valuable while sales is challenged with a stack of leads that isn't worth much. We’ve been doing a lot of stories on lead follow-up post trade shows. Most people are focused on getting the leads but following up with the qualified ones is just as, if not more important. Most of the time the follow-up isn’t there. Sometimes it’s a disconnect between marketing and sales. Marketing is handing over something they think is valuable while sales is challenged with a stack of leads that isn’t worth much.

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