Category Archive
for: ‘Sales Leads’

Shortening the B2B Sales Cycle (by Christopher Ryan)

Posted Dec 2 2009 by fusionm1 in B2B Marketing, Business to Business, Sales, Sales Leads with 1 Comment

I participated in an interesting LinkedIn discussion exchange today, started by Jeff Blackwell, titled: What Can You Do to Shorten the Sales Cycle?  Naturally, this got a bunch of comments, including from your’s truly.  Several people remarked on the importance of asking for the order. You’d be surprised how often salespeople neglect to do this.  A …

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Timing is Everything in B2B Marketing (from Chris Ryan)

Posted Oct 14 2009 by Christopher Ryan in B2B Marketing, Business to Business, Lead Development, Lead Generation, Marketing, Marketing Strategy, Sales Leads with 1 Comment

I just read an interestng post at the Smashmouth Marketing Blog about the importance of timing when it comes to reaching business prospects at their desks. According to an MIT/InsideSales.com study, you are 2-3 times more likely to catch someone in the eastern time zone between 4 and 5 pm as you are between 11 am and …

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B2B Lead Issues

Posted Sep 17 2009 by Christopher Ryan in Lead Development, Lead Generation, Marketing, Sales, Sales Leads with 1 Comment

In research reported in Brian Carroll’s B2B Lead Generation blog (http://blog.startwithalead.com), the biggest pain point (34%) is converting leads to pipeline revenue.

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Do you have the right sales model?

Posted Aug 22 2009 by Christopher Ryan in Lead Development, Lead Generation, Marketing, Online Marketing, Sales, Sales Leads, Social Media, Web Marketing with 1 Comment

Sometimes, a business struggles because it has the wrong sales model. It is based on 100% direct sales when it should be all or partial indirect. Or it is not utilizing sales development, inside sales or the Internet channel. And despite all the possible permutations of how you can get there, there are only three …

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