I have been thinking about a resource like this for months. Being in the business of providing lead management software to hundreds of sales forces, I am constantly ask for resources on how to get the best out of lead management and build top performing sales teams. So, here it is the top 100 answers and resources in no particular order (feel free to add to this list with your comments):
- First, get the lead management lead providers like to brag about
- Keep it simple. Start with a simple sales process. Then execute, measure, adjust, re-execute
- Learn about Internet lead generation and how to leverage them to grow your business
- Don’t call them leads. You will start treating them like leads, and leads don’t buy anything
- Make sure your lead management process help foreshadow and set expectations for your customer
- Don’t forget to tell past clients what is going on in the market
- Read books by these guys: Jeffrey Gitomer, Seth Godin, Robert Cialdini, Zig Ziglar
- Lead management is not easy, but it can be broken into critical key performance indicators
- Leads will not convert instantly or magically. Lead nurturing is critical to an effective customer experience and sales success
- Don’t get caught in a rut of commitment to consistency. Your current “system” may be your weakness [Read more...]



