Take It Up a Level
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Volume 2 Issue 2
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What can you do to take it up a level today? Evaluate how incoming leads are handed over to sales.
- Are you segmenting leads as they come in?
- Which leads are turned over to sales?
- What happens to the leads not given to sales?
Did you discover that ALL the leads go straight to the sales team? Read more about how this is most likely not a good idea since not all leads are created equal.
Live in Georgia? Be sure to attend AiMA's February event, "B-to-B Marketing & Lead Generation," to learn how other companies approach lead management.
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Does Your Website Need a Tune Up?
You might have the greatest looking website in your industry, but do your users have problems viewing your site? Does it take a long time to load?
Complete the following checklist to find out.
Clients' Corner
Take your passion for cooking and turn it into an exciting culinary career. Join the other outstanding chefs in training at Le Cordon Bleu College of Culinary Arts.
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Quick Question
A self-proclaimed master motivator once said, "Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust." Who was it?
First to respond with the correct answer wins a gift certificate to Starbuck's.
View Past Issues
December 2003
January 2004
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Not All Leads Are Created Equal
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Last month you focused on tracking your campaigns from source to close. Now, let's be certain you are making the most of every step in between.
The most effective sales strategy looks at lead generation from a long-term perspective. It is impossible to cost effectively target only prospects that are ready to buy. In fact, to exclude the others, eliminates the potential for future sales and increases cost per lead. A long-term sales strategy casts a wide net in the right target market; segments the prospects by a predefined set of criteria; very quickly has sales address the needs of the hot prospects; and nurtures the others.
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Profit From Outside Resources
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Want an outside perspective on your lead management processes? Let Caro Consulting help you complete these tasks and improve your bottom line. Whether you need a full marketing and sales process analysis or to manage a single project, Caro Consulting is committed to delivering results. A strong resource, without adding to headcount—Caro Consulting can assist you with all or part of the strategy, from idea generation through leads management.
Learn more...
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