Sales Lead Generation Articles

The why, what and how to support your Sales team most effectively; the rationale, guidelines and practical implementation of B2B sales lead generation and lead qualification programs.

Lead generation and lead qualification strategies are successful when the business understandings are translated into practical and measurable programs. Learn from the experience documented in these articles how truly effective your sales team can be and how you can justify marketing spend and measure ROI.

New Customer Acquisition in Tough Times. 4 Positive Sales Boosting Ideas

Do the bean counters have you running for the hills … cutting back on all your marketing expenditures? Are results from your current marketing and promotional activities falling? Do you have a tough times strategy in place?

Get 4 Sales Boosting Ideas in Tough Times New Customer Acquisition in Tough Times.

Beat the Looming Sales Crisis

How will your sales organization cope with the downturn? How full is your sales opportunity pipeline with "sales ready" opportunities? What will you do if New Customer Acquisition closing rates decrease, throwing off all your projections? Are your marketing teams in tune with your sales operations' needs? Are they being held accountable? Find out how your oganization can Beat the Looming Sales Crisis.

What Costs Less, Costs More

Which is more important? Cost per impression? Cost per click? Cost per inquiry? Cost per hour? Cost per lead? Actually, it's none of these. Find out what matters most in evaluating the cost of new customer acquisition.

Maximizing Sales Productivity

Great salespeople focus on near-term opportunities and on closing deals. Their success is in recognizing ripe opportunities when they see them. These same characteristics, however, can cause them to devalue longer term opportunities. Tell me more about maximizing my sales.

How to Generate Leads Your Sales Force Will Love

In the same way a climber ascending Mount Everest needs oxygen to get to the top, every business needs new customers to stay in business. Without enough oxygen, the climber will falter, and without new customers and new sales, so may your business. To progress and grow your business learn how to generate high quality sales leads.

Leads don't sell. Only sales people do.

Lead generation efforts are focused on identifying and qualifying high grade selling opportunities for the sales force. But they are just that, genuine sales opportunities, not order-taking situations. Learn more about how to give your salespeople the best chance to close sales.

Why eti Lead Qualification Services Increases Sales Productivity

There is nothing more disheartening and demotivating to good salespeople then sending them out on wild goose chases. There's nothing more costly than having them making fruitless sales calls. Learn how we can help you increase your sales productivity.

Over-Paying for Performance in B2B Lead Generation

Paying by the appointment is, on the surface, an attractive offer, especially to someone who is sales oriented. After all, the compensation model is the same used with the sales force. But, in order to decide if that model is for you, a closer look is essential. For that closer look, read more regarding the performance of B2B Sales Leads.

Sales Lead Nurturing - A Relationship Building Process

Your marketing database, contains leads in the form of inquiries, suspects and prospects from a variety of sources. But, in fact, 80 or 90% are not yet qualified. Read the full sales lead nuturing article to discover more.

CRM Solutions/Partnerships

eti's unique and simplified approach to CRM integration enables our clients to leverage the information gathered in their demand generation, business development and other sales support programs and deliver this data via seamless integration with Salesforce.com. Read how sales support CRM can help your sales force.

Channel Recruitment Solutions

If you sell through a channel, then finding new VARs, resellers or business partners who are properly qualified to represent your products/services is at the core of future growth and success. Learn more about eti's proven approach to channel recruitment and management.

Account Management Solutions Customer Retention and Growth

Once a prospect becomes a new customer, and then a reordering client, his opinion of your company is focused on two fundamental factors - the quality of your service and the quality of your product. How you manage that process is vital. Discover how to manage your sales accounts.

Sales Lead Management: How Effectively Are You Managing Your Valuable Leads?

Not all sales leads are born equal. They vary with regard to cost of acquisition and sales potential. But they all represent an investment you've made in growing your sales. So, it is important that each of your valuable leads is managed correctly. Learn more about how to manage your sales leads effectively.

Seven Basic Rules to Maximize Customer Acquisition

Sending sales people on wild goose chases is a losing proposition that is resented by all concerned. Maximizing sales productivity and ROI means giving your sales people a running start. Learn more about the basic rules of effective customer acquisition.

Why choose eti?

Selecting just the right partner to manage the front end of your business development program is one of the most important decisions you will make. eti Sales Support has been providing successful business development programs for more than 20 years for a broad variety of companies. Learn more about how we can design a custom solution for you.

i*collaborator: eti's Customer Relationship Management System

eti was one of the first sales support organizations to dive into the Internet. Our goal was to provide our clients with problem solving solutions utilizing an Internet centered service, supported by Internet specific expertise. Read how sales CRM can work for your business.