From the category archives:

Lead Management

Warning: Too Many Friends Can Reduce Sales

July 12, 2010

Image via Wikipedia Is it possible for a huge database of contacts or thousands of friends or followers to actually reduce your sales output? Yes! This isn’t another rant on quality over quantity in lead generation. Or a diatribe on how critical lead management is to sales. It’s an important sales discussion about focus, discipline, [...]

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Stop Collecting and Start Processing

June 11, 2010

Image by Getty Images via @daylife Making new friends is hard. There’s a lot of anxiety in that first interaction. Will they like me? Do we have anything in common? Will I like them? How do I start things off? I know, this is a blog about sales. Stay with me. We’ll get there. The [...]

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Lead Nurturing or Backing Up Relationships?

May 23, 2010

Image by jon.swanson via Flickr I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships. That’s why I want to introduce you to [...]

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Kaleidico Sales Manager, Google Comparison Ads Work Together

January 19, 2010

Wow! Fresh into the New Year and Kaleidico is already accelerating through 2010. Today is a very exciting day for me… Kaleidico Named Fully Compatible with Google AdWords Comparison Ads Kaleidico has always been very selective in collaborating with others, never wanting to get distracted with shiny objects that would distract us or our customers [...]

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History of Legal Pads, A Sales Persons’ Trusty Sidekick

December 19, 2009

If you are like most sales people, your first lead management system was (maybe still is) a yellow legal pad. Do you ever wonder where this trusty friend can from? I uncovered who we have to thank here: The History of the Yellow Legal Pad. (Hat tip to Will Kelly and his Rediscovery of Outlines [...]

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Don’t Buy Lead Management Software

December 16, 2009

Seriously do not waste your time or money on lead management software, if: You are not going to put your leads in the software You don’t intend to work sales leads in the software You don’t plan on using email campaign feature to stay top of mind You are a sales team of 1-5 This [...]

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