How to Qualify Leads with Long-Term Revenue In Mind

 Quality Leads Long Term Revenue

Spending time on the right leads is crucial for any business growth. When talking with prospective clients, we often forget to ask ourselves whether this is the type of client that could bring long-term value to our business.

Start-up founders and business professionals often get blinded by the possibility of turning a lead into an active client, forgetting to take into consideration the opportunity cost of on-boarding a bad lead. Understanding how to qualify leads becomes an important part of every sales process.

As a business owner and a sales professional, the time you spend qualifying a lead is synonymous with the success you will have. Leads should be prioritized based on their importance and relevance to the business itself.

Applying this simple-yet-effective thought can save you and your salesforce a lot of time in negotiation with potential clients who will bring more troubles than revenues.

Inbound Marketing, Sales and Marketing Alignment, Sales Enablement, Sales Strategy

How to Write a Sales Email (That Someone Actually Reads)


Emails can be a tricky business. Every time you send out an email, you’re hoping to catch someone’s attention and make them interested enough to click “open” instead of hitting “delete.” This can be a challenge no matter what kind of email you’re sending, but when it comes to sales emails, the challenge is even greater.

A great sales email not only catches the attention of the recipient, but is interesting and relevant enough to make them want to learn more. (It’s the business equivalent of getting someone to swipe right instead of swiping left.)

Then, once you are successful in getting them to open the email, you want them to respond, too. In today’s noisy, busy online world, that can seem like a lot to ask, but the good news is, it can be done if you take the right approach to writing your sales email.

Simplify your strategy for writing a sales email by breaking it into these five steps:

Sales Strategy, Writing and Editing

The Secret to Sales and Marketing Alignment: What Every CEO Needs to Know


ROI. It’s a term most are familiar with, but very few can agree on. Marketers think it’s one thing, salespeople think it’s something else and C-levels think it’s another thing entirely. Why do so many companies struggle with agreeing on simple things like terminology? Why does there appear to be so much disharmony among marketing, sales and leadership teams? Why can’t these teams just act like they’re on the same side for once?

When it comes down to it, it’s not a collaboration issue. It’s a communication issue.

Sales and Marketing Alignment, Sales Enablement, Sales Strategy

How to Turn the Worst Sales Mistakes into Opportunities

 Turning the Worst Sales Mistakes into Opportunities

That sinking feeling in your stomach when you realize you’ve made a mistake is never pleasant. Many people go straight to panic mode.

But what if — instead of beating yourself up and bracing to lose business over your sales mistake — you could end up with a solidified relationship and customers who like you even more than they did before? Sounds counter-intuitive, right?

Here’s how to make it happen.

Sales Strategy

Trial Closing: Four Benefits of Confirming Before the Close

 The Benefits of Confirmation Before Closing the Deal

Always be closing. ABC.

The sales mantra made popular by 1992’s Glengarry Glen Ross might seem like great advice. But in reality, trying to close too early will reduce your percentage of successful closes and leave you with a lot of missed opportunities.

Confirming the sale before the close — or trial closing, as it’s also called — sets you up for success and has several valuable advantages over rushing in for the close. (Maybe the sales mantra should be, ” Always be trial closing.” )

Sales Strategy

How to Get Started with Lead Nurturing

 How to Implement Lead Nurturing Solutions

Whether you’re a mom-and-pop business or an international enterprise, you’re going to have potential customers looking at your products and services, kicking the metaphorical tires to see if you meet their needs.

They might browse around your website, see what you’re saying (and what people are saying about you!) on social media, check a few review sites, and maybe give you their email address in exchange for some premium content (yay!).

Once these potential customers have given you their contact information, they become leads — and how you treat them from this point on may very well determine whether your business will sink or swim.

That’s where lead nurturing comes in.

Sales Strategy
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