If you are looking out the windshield, you are watching the road ahead. You are considering what is coming at you on the highway. If you are looking out the rearview mirror, you are observing what has already happened. You are noticing what has already based you by. And if you are looking out the […]
Sales Key Performance Indicators That Matter
Not all Sales Key Performance Indicators (“KPIs”) are created equal. Because KPIs serve as a measure of business success and failure, selecting the right KPIs is critical. KPIs help companies adjust execution to achieve the desired outcomes. Better outcomes lead to better results. Because KPIs are so important there are ample articles, stories and posts […]
The Theory of the Random Distribution of Leads
Leads are not randomly distributed; the good ones are always given to someone else. So the saying goes. Inbound lead generation systems often distribute leads equally to lead development teams. These teams often consist of Lead Development Representatives (LDRs), Business Development Representatives (BDRs), and Sales Development Representatives (SDRs). These team members work upper funnel leads […]
Letting Go of Unproductive Prospects
One of the most important lessons I learned while selling residential real estate was to let go of unproductive prospects. They were buyers who weren’t ready to purchase a home. They were the buyers to whom I became Sunday afternoon’s entertainment. They were buyers that didn’t have anything better to do so they called a […]
Capacity Planning for Lead Generation and Sales Forecasting – Taffy Pull or Christmas Cracker?
Are you looking to determine how much revenue you’ll generate from your marketing and prospecting efforts? Or are you looking to determine how many leads and prospects you’ll need to achieve your revenue goals? These two numbers are opposite sides of the same coin – they are either the input or the output of the […]