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I'm Bill Rice and this blog is meant to give you ideas and conversations that will kick you and your sales into gear.
First lesson: Get your attitude right, then train your mind, then do the hard work--the sales will follow.
As a great mentor w
Recent Posts Tagged With 'lead management'
History of Legal Pads, A Sales Persons’ Trusty Sidekick
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 t...
Don’t Buy Lead Management Software
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 to...
Lead management metrics, measuring “sales pursuit”
Nothing is more important to a marketer or lead generation company than lead acceptance. Sales needs to like your lead for it to have any chance of converting. Every other lead conversion metric is irrelevant until you get this part right. Brian Carr...
Lead management metrics, measuring “sales pursuit”
Nothing is more important to a marketer or lead generation company than lead acceptance. Sales needs to like your lead for it to have any chance of converting. Every other lead conversion metric is irrelevant until you get this part right. Brian Carr...
Free Lead Management Software
Image via Wikipedia Looking for free lead management software? It is possible. The basic principles of lead management can be cobbled together with free tools. Depending on your sales goals and quotas, these just might do the trick. Let’...
Free Lead Management Software
Image via Wikipedia Looking for free lead management software? It is possible. The basic principles of lead management can be cobbled together with free tools. Depending on your sales goals and quotas, these just might do the trick. Let’...
“Sales-Ready” Lead…What?
Image via The Justified Sinner I have notice the volume on the “sales-ready” lead concept has really been turned up lately. What does this mean? It sounds a lot like an excuse to me. I don’t see a lot of the sales leadership grea...
Unwinding Good Behavior with Incentives
There is nothing more dangerous to sales production than rolling out a new compensation plan or incentive program. Often we make these tweaks to reward or encourage good behaviors we see in our sales organization, but I warn…caution is warrante...
Web Leads - Pounce or Nurture?
Mike Damphousse, of Smash Mouth Marketing blog does an interesting survey of several lead generation experts. The basic question was what do you do with a Web lead? Specifically, Damphousse presented his survey like this: My question: Within a day or...
Effectively Following Up On Sales Leads
The old adage that the sale is in the follow-up has never been more accurate in today’s marketplace. Businesses are suffering and finding new customers can be an expensive chore. However, by working on your pipeline management techniques and findin...
Free Lead Management, Managing Sales Leads with Google’s GMail
Image via CrunchBase Google has distinguished itself as an innovator in software. If you are looking to accomplish a personal productivity task chances are Google has or is working on a solution–Google’ GMail is prime example. GMail ta...
Social CRM and Social Selling-You’d Better Learn It!
Image by luc legay via Flickr Jeremiah Owyang, a Forrester Research analyst and author of Web-Strategist.com, wonders about the future of Twitter–as a Social CRM , of all things. This concept is a long way from the discussion of what a big w...
Audience Development on Twitter
Pat Kitano (@pkitano) connected our discussion on social media ROI to his “How the Social Media Converges with Mass Media 10 Steps to Attract Twitterers You Want in Your Network” post yesterday. This creates the foundation for a much broa...
What You Don’t Know that Your Customers are Telling You
As I scroll through Google Analytics I am amazed at what consumers tell me about my business. What amazes me even more are those of you who don’t listen like this. Long ago I was a counterintelligence case officer, which taught me a lot about m...
Surviving the Mortgage Implosion-How am I Doing?
Sorry for the public show of pride, but it is cool to rise to the top… My Surviving the Mortgage Implosion presentation, a talk I gave back in 2007 (ancient mortgage meltdown history) at TargusInfo’s Online Lead Quality Summit made the fr...
Bailout Passes-Prepare Your Lead Management and Sales Teams
Last week was probably the most anti-climactic government goat ropes in history. Replete with drama, chicken littles, and pronouncements of Armageddon; the end of the week brought a passed $700 billion bailout. Now the kicker. After all of this the s...
Negating Future Sales Through Your Email Campaign
Tis the season for Olympics and elections, so many examples come from these fertile grounds of competition and attempts to sell to the American people. Thus, today’s post is in relation to an email campaign I have had the misfortune of being in...
Contact Management-Top 10 Secrets to More Contacts and More Sales
Increasing your sales contact rate and sales conversion should not be a mystery. It takes discipline and diligence. Is your contact management system designed to maximize sales performance? If you are operating off an Excel spreadsheet or flipping th...
Lazy Man’s Daily 8 Step Sales Plan
Sales is hard. It runs on emotion–full of ups and downs. That is why having a daily plan is so important. It certainly won’t be everything you do, but it will be a foundation for sales growth. Make it simple. Work it. Build Daily Contact...
Sales Pipeline Management, The GTD Approach
Getting Things Done (GTD), the powerful efficiency concept from David Allen, is often applied to our task list and our email inbox, but rarely to more complex processes like our sales pipeline. However, the principles are the same and the effects cou...
Sales Contact Management–What Should It Do?
Sales contact management should discipline YOU. It should look at your contacts and understand what stage of the process they are in, when they need to be called next, when they should be sent a specific communication by email. Sales contact manageme...
Build Trust By Capturing Customers Researching a Purchase
Customers in the research phase of any type of purchase are venerable, and they know it. This is why the person that helps and adds value during that time build a powerful loyalty. Real Estate Brokers are famous for this technique. They help people b...
Do You Recognize the 7 Early Warning Signs of Not Having a Sales Plan
Are you in a sales funk? Would you recognize it if you were? Learn to recognize the 7 early warning signs of having no sales plan–no plan to play out of your sales slump. Here are some sure indicators you are in a slump and need a plan.7 Warnin...
5 Simple Steps to Own Your Internet Market Niche, for Free
At no point in marketing history has it been so easy to own your market. If you have a product, service, or personal interest to offer and want to be the Internet leader in this space the path to success is relatively straight-forward. The strategy i...
CRM, Where is Your Customer and Your Relationship?
Customer Relationship Management is the bane of most senior executives’ existence. It has been preached as the silver bullet for most of their careers, but is rarely executed. Why do 90% of these implementations fail? Why does sales hate every ...
Build Your Mortgage Marketing on Financial Education
As the market tightens and credit standards make it more difficult for borrowers to qualify your marketing needs to be fine tuned. This is no longer the days of everyone needs to refinance their mortgages for lower rates and better payments. This is ...
Is the Internet Important to Your Local Real Estate or Mortgage Business?
Is the Internet important to your local real estate or mortgage business? Apparently, the answer is a big–YES! I know I already hear the comments: “Bill, all my business is referral business.” “Internet leads suck!” R...
Big Success is about Stocking Your Private Fishing Hole
I remember growing up and my Dad always talking about his secret to fishing success. He would say, “Billy, the biggest and the best fishing is in these little private ponds.” He was on to something…Then, in 1999 Seth Godin wrote his...
Is Pay Per Lead for Your Mortgage Business?
If you are a mortgage broker you have certainly received the frequent call from pay per lead mortgage lead providers. They tout high quality, superior ROI, and dramatic growth; which all may be true, but only if fits your business. This type of marke...
GTD Sometimes Just Means Getting Started
I will officially confess my affinity for productivity porn. I have read David Allen’s Getting Things Done and enjoy the pearls at 43Folders and LifeHacker. I have even been known to fill a few moleskins in my day. Luckily, I appear to be in go...
