I have long been an evangelist of The Cluetrain Manifesto, which at its core has the premise that markets are conversations, but it was until a few months ago for it to really hit me that success in sales is really tied to the same premise–good conversations.So often, we in sales, are tied into a [...]

I will officially confess my affinity for productivity porn. I have read David Allen’s Getting Things Done and enjoy the pearls at 43Folders and LifeHacker. I have even been known to fill a few moleskins in my day. Luckily, I appear to be in good company with Marc Andreessen, whose modified GTD is closer to [...]

Here are a few things from around the Web that will help you close more mortgages this month:

ZipSearch is reporting that refinance concentration is still high Internet lead generation
Leadcritic points to lead providers that are increasingly sharing performance data
Silence Dogood gives immediate impact content-based lead generation tips
Bill Rice (on my personal blog) talk about generating [...]

I have often talked about the power of managing call back periods in the lead management process to enhance Internet lead contact rates and conversion. This discussion has often yielded special data on how leads submitted by consumers on specific days of the week (i.e., on the weekend) tend to be contacted and convert at [...]

Jeff Solomon, CEO of our competitor Leads360, has an interesting post on push v. pull methodology of lead management. Since our system is a “pull” system I thought I would share why we elected for this methodology and have shown through client successes that it directly affects conversion rate.
Sales/Organizational Tempo
I debate with Jeff that a [...]

Brian Carroll releases some more critical information on maximizing the return on your lead generation dollars. He equates the critical feedback loop to the team huddle:
Closed Loop Feedback: The Missing Lead Generation Huddle: “
In team sports, the huddle is crucial to the success of the team. While in the huddle, the team looks at their [...]

It is probably just the fantasy baseball juice running through my veins and the player stats rolling around in my head, but I have been thinking more about the concept of analyzing and LISTENING to the numbers in managing your marketing and sales efforts.
Let’s use a quick baseball analogy for simplicity. In baseball we are [...]

Robbin Steif briefly discusses one of the most critical, but least understood of Web marketing metrics in What’s a good web conversion rate?
Conversion is about meeting the customer’s expectation. i believe this is particularly important in the Web channel. The 1-6% conversion range that he speaks of is also curiously close to what lead generators [...]