Stephen Howell
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Sales Activities Lead to No Response
Sales teams face low response rates due to ineffective outreach methods and overwhelming competition. Prospects are increasingly selective, often engaging only when ready to buy, making it crucial for sales teams to deliver relevant, timely messages. Root causes for poor engagement include targeting the wrong individuals, inadequate processes, and insufficient outreach efforts. To improve response…
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Your Sales Team’s Follow-up Is Non-existent and Ineffective
Sales teams often neglect follow-up on older leads due to overwhelming new leads, leading to ineffective outreach and prospect fatigue. Common reasons for poor follow-up include fear of rejection, lack of training, and insufficient processes or systems. To address these issues, analyze the sales team’s performance using a framework of People, Process, Systems, and Data….
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Which Do You Choose: Leading KPIs, Lagging KPIs or Both?
Leading KPIs predict future sales performance (e.g., calls made), while lagging KPIs reflect past performance (e.g., closed deals). Both types are essential for assessing and improving sales outcomes. Leading indicators help forecast and adjust strategies, while lagging indicators confirm achievements. Effective measurement and analysis of these indicators enable data-driven decision-making and identify areas for improvement.
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Sales Key Performance Indicators That Matter
Selecting the right Sales Key Performance Indicators (KPIs) is crucial for measuring business success and adjusting strategies. KPIs vary by department (Sales, Marketing, Finance) but often overlap. Upper funnel KPIs focus on lead generation, while down funnel KPIs track sales outcomes. Effective use of KPIs provides insights into performance, identifies improvement areas, and aids in…
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The Theory of the Random Distribution of Leads
Lead distribution in sales teams is often perceived as unfair, with representatives believing some leads are better than others. While common methods like round robin aim for equal distribution, lead quality and representative skill significantly impact outcomes. Advances in lead distribution strategies now allow for more sophisticated algorithms that consider factors like geography and engagement….
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Letting Go of Unproductive Prospects
Letting go of unproductive real estate prospects is crucial for success. Time spent with unqualified buyers detracts from opportunities with serious clients. Properly qualifying buyers using criteria like BANT can prevent wasted efforts and improve sales outcomes. Embracing this practice allows for better focus on motivated buyers.
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Capacity Planning for Lead Generation and Sales Forecasting – Taffy Pull or Christmas Cracker?
To forecast revenue from marketing and sales, align lead generation and sales goals using conversion rates and resource planning. Marketing typically starts with lead volume, while Sales begins with revenue goals. Building a capacity model helps determine necessary resources and ensure both teams are aligned. Regularly reconcile forecasts with actual results to adjust strategies as…