Why aren’t sales leads followed up?

Today we have a guest post from Russ Hill, Founder of Ultimate Lead Systems. How often have you heard sales people say leads generated by marketing are just “literature collectors, college professors, students, lookers or tire kickers?” Or, “I don’t have time for sales lead follow-up.” Or the sales manager who says, “I know my sales people are following up. They just don’t have time to provide feedback.” I’ve worked with many companies over the years that made lead follow-up an imperative with their sales forces. In every case where it was required it yielded significant and profitable results reporting hundreds of thousands and even millions of dollars in sales. There is much discussion in internet groups about “aligning marketing and sales” and lead follow-up is a critical part of this discussion. 12136read more >

B-to-B Marketers: Have you forgotten the basics?

The last two years for most of us in the B-to-B space hasn't been much fun. Budgets cut, every move or project had to be justified seven different ways. When leads came in, ALL were followed.We ran a tight ship. Today, business is beginning to improve, budgets are increasing, new products are being launched and for some of us, social media has been introduced which needs our attention.read more >