Ask any salesperson and they will likely tell you that good leads are the most important aspect of successful selling.\u00a0 I\u2019ve worked for companies at all different levels on this topic \u2013 from absolute garbage leads (the company thought they were good) to golden leads (that were often ignored!).\u00a0 The golden leads are money if you have salespeople who can effectively qualify.<\/p>\n
To that point, Miller-Heiman has released their annual Sales Best Practices Study<\/a> (h\/t Managesmarter.com).\u00a0 One of their many interesting findings:<\/p>\n Organizations in which sales and marketing are aligned Many truths in that small excerpt.\u00a0 Clearly companies will be hunting smaller deals in order to keep revenue flowing.\u00a0 This economy can dry up revenue streams in a matter of weeks so constantly turning over rocks and looking for any deal will be critical.<\/p>\n As they say, read the entire thing.<\/p>\n","protected":false},"excerpt":{"rendered":" Ask any salesperson and they will likely tell you that good leads are the most important aspect of successful selling.\u00a0 I\u2019ve worked for companies at all different levels on this topic \u2013 from absolute garbage leads (the company thought they were good) to golden leads (that were often ignored!).\u00a0 The golden leads are money if you have salespeople who can effectively qualify. To that point, Miller-Heiman has released their annual Sales Best Practices Study (h\/t Managesmarter.com).\u00a0 One of their many interesting findings: Organizations in which sales and marketing are aligned regarding their target market, customer profile, and lead definitions are in a much stronger position to produce quality leads. Maintaining… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[17,4,9],"tags":[1224,1227,1226,1223,1225],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-uU","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1916"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1916"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1916\/revisions"}],"predecessor-version":[{"id":1917,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1916\/revisions\/1917"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1916"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1916"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1916"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nregarding their target market, customer profile, and lead
\ndefinitions are in a much stronger position to produce
\nquality leads. Maintaining a consistent and highly visible
\nprocess to qualify opportunities will be critical in the
\ncoming year when resource allocation will be highly
\nscrutinized.
\nWe found that a company\u2019s ideal customer profile will
\nlikely change as market conditions change. New criteria
\nmay emerge or current criteria can increase in importance.
\nStrong sales and marketing alignment supports lead
\nquality by preventing marketing from focusing on targets
\nthat are no longer a priority.<\/p><\/blockquote>\n