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lead management

Sales Funnels are Critical Sales Tools

June 11, 2009

There are few things more critical than the sales funnel. It keeps you focused, coaches you, and improves your sales performance. How you manage your sales funnel will directly correlate to your sales success. Here are some critical components that will make you more successful with mortgage or debt leads. Get Your Leads in the [...]

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Sequencing Your Sales Process

May 20, 2009

Image by Robert101 via Flickr Closing sales is ultimately about persistence. But, persistence needs discipline and a process. This is where sales sequencing comes in. Before you leap into your sales day today, let’s think about a brief sales plan. Think beyond todays’ calls and emails. What are the next 5 things you want to [...]

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Is Your CRM Lying to You?

May 11, 2009

Image by Getty Images via Daylife Chances are your CRM is full of leads and prospects, but every month you are below your sales goal. So, is your CRM lying to you? Technically, no. But, you are certainly measuring the wrong things. The number of leads in your database is not a reflection of your [...]

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Using CRM to Create Relationships

May 1, 2009

Image by madhavaji via Flickr Where did you put that last batch of 100 aged leads? Hopefully, they are not lost in a spreadsheet on some miscellaneous computer in the office. They may be just prospects to you–leads to be passed around–but, to the smart business owner they are clients. Chances are a large percentage [...]

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Magical Sales Formula: 5-12 Contacts

April 22, 2009

Image by Getty Images via Daylife Everyone is looking for the sales silver bullet. Unfortunately, there are few short-cuts. Getting to “Yes!” is a skill that needs to be practiced and learned. The best practice is contacts, and lots of them. If there is a secret to selling it is he with the most contacts [...]

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Marketing Mix for Aged Leads

April 21, 2009

Image by BlindPew via Flickr Conventional market research and wisdom tells us that a customer must hear our message multiple times before they will buy. The same rules apply to aged leads. In fact, it may be even more important. Most aged leads are generated by Web inquiries based on a single marketing impression. Unfortunately, [...]

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Sales Training, Creating Buying Personas

April 17, 2009

Image by scimanal via Flickr Have you ever thought about who you are selling to? What makes them tick? What makes them different from others you sell to? What do they really need? Are there patterns? If you want to increase your sales production you should begin to segment, identify, and train against personas–creating scenarios [...]

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9 Building Blocks of a Winning Sales and Marketing Strategy

March 17, 2009

Image by JohnHallAssociates via Flickr As the market continues to deal us tough challenges it is time to look deeply at your sales and marketing strategies. Take a few moments away from trying to grind out sales and think about the big picture. Where are you headed in 2009? 1. Write Down Your Mission: It [...]

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10 Rules That Will Increase Your Sales

March 14, 2009

Image by christophercarfi via Flickr Sales is truly a contact sport. The basic rules of success can be simple, but so often they are not consistently applied. Here is my top 10 list of sales principles. When diligently applied, they are guaranteed to produce results. 1. Appointments are Everything: Whether you are telesales or a [...]

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Top Lead Management and Sales Resources

January 13, 2009

As an aged leads provider, I try to give you a lot of great lead management and sales best practices. It is always in my best interest to help you maximize your conversion opportunities. So, I did some surveying of the Internet to find you some of the top experts and sites devoted to sales [...]

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