by tradesmeninsights | Sep 6, 2016 | Uncategorized
Today we have a guest post from Russ Hill, Founder and CEO of Ultimate Lead Systems.
OK, let’s get real about sales people for a minute. Sales people want to make sales calls. They want to make calls on qualified leads and on profitable customers who can generate sales and compensation. They are like gunslingers interested in the “quick kill.” You hire them to sell and that’s where you want them to spend their time.
But they are also given business plans and projections to write and update. They also have prospecting and travel to schedule. And they are frequently required to spend time on software training…you know the CRM program, Excel, quote building software, the ERP system and the other third-party programs and resources that are pushed out to them, so they can be “more productive.”
The days of sales people making sales calls and writing up “simple” call reports (primarily for their own benefit) are long gone. Besides making calls, today’s sales people need to master and manage a variety of tasks and complex software. The need for the fundamental call report stills exists and management would be wise to keep that in mind. That means that one of the most important things management can do to help their sales people be more productive is to reduce the sales person’s administrative and non-sales related tasks.
by tradesmeninsights | Aug 9, 2016 | Marketing Tips
Today we have a guest post from Russ Hill, Founder and CEO of Ultimate Lead Systems. 
With a couple of decades of experience helping companies with their B2B sales lead management and CRM programs, 6 Best Practices have revealed themselves that I would like to share. I’ve witnessed companies succeed and increase sales by diligently applying these practices. I’ve also seen organizations waste thousands of marketing dollars and lose thousands of dollars in sales opportunities by ignoring these practices. If you are serious about improving your sales and marketing ROI, these practices will lead you to some big wins.
1. Get your sales and marketing teams on the same page
First of all, Sales and Marketing need to re-think how they fundamentally interact. They frequently operate in their own “silos.” They need to learn how to support each other to release their inherent synergy to increase sales. Customers are rarely ready to sign a purchase order when reps first call. And reps are usually not present when the purchasing decision is made. Thus, today’s marketing programs need to nurture buyers throughout their buying process and notify the rep when a buyer is ready to engage. Marketers must send the right messages out at the right time that appeal to all of the buying influences. And the sales person must make multiple calls on the right people to further cultivate the relationship. It is a team selling approach. Everyone has a role and responsibility.
Industry research shows that buyers are 60% into their buying process before they engage your company or sales person, so it’s crucial to have sales and marketing working together.
by tradesmeninsights | Aug 27, 2013 | Marketing Tips, Traditional Marketing
In my mind, not much. I think they both work together to move prospects through the sales funnel. Using a nurturing system, you can start to identify their needs. The key is to do follow-up in some manner.
Nurturing keeps you top of mind, builds credibility, solves prospect’s problems and positions you as an expert. Quality lead nurturing can lead to more sales.
Not all leads are ready to buy, and it’s important to have a process in place to sort them out. According to Russ Hill from Ultimate Lead Systems:
- 67% of all leads are legitimate prospects.
- 34% have a need that must be satisfied in the next 6 months.
- 70% of those prospects didn’t know you made that product.
- It takes on average 5-6 sales calls to close a sale.
- 80% give up after the first call and 90% plus give up after the second call.
It’s important to get the lead the information they requested. A CRM system would help in organizing and communicating with them. It’s also important to find out where they are in the buying cycle. Some cycles are longer than others, and it would be important to know where they are so you can get them the relevant info to get them to the next stage. Lots of this can be done via email or even snail mail depending on the preference of the prospect.
The key in my mind is not to call until they request. Once they do, then periodic calls are appropriate. Depending on your company, it might go to an outbound sales person or into the field for follow-up.
When do you take someone off your list? Unless you determine they will never buy the kinds of things you make, I’d say never. Start a database if you already haven’t. If you publish a newsletter, put them on the list. When introducing a new product, make sure they are copied on the promotion. The key is, even if they bought the competitor this time, it doesn’t mean they will the next time.
Whatever you do, have a process in place and use both lead nurturing and sales call follow-up together.
What are you doing to follow-up leads?
If you like this post, you might like:
What’s your Lead Nurturing Strategy?
Why Email Marketing is so Important in Lead Nurturing to the Professional Tradesman.
What’s Your Plan for Lead Nurturing?
by tradesmeninsights | Jun 29, 2011 | Marketing Tips, Traditional Marketing
When generating leads from various sources, how do you qualify them to see if they’re ready to buy? Not all leads are ready to buy, and it’s important to have a process in place to sort them out. According to Russ Hill from Ultimate Lead Systems:
- 67% of all leads are legitimate prospects.
- 34% have a need that must be satisfied in the next 6 months.
- 70% of those prospects didn’t know you made that product.
- It takes on average 5-6 sales calls to close a sale.
- 80% give up after the first call and 90% plus give up after the second call.
Doesn’t it make sense to have a process in place to monitor and track?
Most capital equipment purchases, for example, have a buying team in place to make recommendations. You need to identify them through your initial contact (or at least the job functions) so you know what areas you need to cover. We’ve found that a quick survey along with what they asked for can help you find out if they are in the information-gathering stage or the PO stage and you can act accordingly. If you know what other type of information they may want to see, or if a demonstration would be in order to better show them the product, that would help you prioritize your salesmen’s efforts.
As you can see in the following chart, people at different stages in the buying cycle need different things. Once you understand where they are in the process, then you can start asking the appropriate questions about budgets, timelines, etc.
What kind of process do you have in place to qualify leads?
