Comments on: Top 10 Best Practices for Guiding Website Leads Through Complex Sales

By: Naomi

Naomi — Mon, 19 Sep 2011 02:46:19 +0000

Very thorough article. You have made some great points but for b2b complex sales especially in the technology industry I have found that LeadLifter’s lead generation system has the best conversion rates for higher ROI and increased qualified leads.

By: Webbstrategi.se - Läsvärt 15 October - Webbstrategi.se

Webbstrategi.se - Läsvärt 15 October - Webbstrategi.se — Thu, 15 Oct 2009 12:00:49 +0000

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By: Hube

Hube — Wed, 02 Sep 2009 19:54:50 +0000

Speaking of autoresponders. Here is one I received Sunday night, and STILL have not heard from the company on my request to purchase and upgrade to their software. A “NOT HOW TO” example.

**************Please do not reply to this message!************** ***************Replies are automatically deleted!***************

Hello,

This email is confirming your message was received by the online store’s Customer Care Center.

Our goal is to provide the best service possible by addressing each customer’s concern as soon as we are able. Please be patient. All inquiries are answered in the same order they are received.

The Customer Care Center is available 24×7 – Working around-the-clock ensures your question will be answered as soon as possible.

Sincerely,

Customer Care Center
Email ID 11671873

By: john Asher

john Asher — Wed, 02 Sep 2009 18:38:00 +0000

Two comments
1. When you trust another person , it is because they are honest , do what they say they will do ( integity) and have other relevant personal characteristics that you value . When you trust a salespersomn , they have to have those characteristics , AND they also must be able to deliver value that helps you with your need ( pain or gain ) So there are two aspects to trust in sales
2. It takes 12 contacts to make a sale in normal times . Of these 12 , seven have to be a quality contact ( in-person meeting , telephone conversation or active electronioc exchange )
Looking back at the last 4 recessions , the total # of contacts required rose to 16. In this ( worse )recession , it is 20 to 24 .
The average salesperson quits after 3 contacts and moves on to another prospect.

By: Van Smick

Van Smick — Tue, 01 Sep 2009 17:07:47 +0000

Great posting! Perseverance and personalization are the keys to high close rates in almost every industry today. But another great strategy is REFERRALS. In a down market the power of a 3rd party endorsement, especially if it is a friend, is immeasurable. You can tell prospects how great a product/service you have all day long and they will discount what you say. But if a friend or external expert says your product or service is good or great — that can close a sale right there.

One suggestion: It would be helpful to have definitions of some of the terms you early on — like lead management vs lead generation — and who does what? You mention that marketing does lead generation, so is it sales who does lead management, and why is this distinction important?

By: Samantha Ensign

Samantha Ensign — Mon, 31 Aug 2009 19:31:50 +0000

I think your blog is “right on” with the message and what is involved in nurturing a lead. It’s definitely a game of patience and perseverence, and you MUST make it PERSONAL; not automated or the lead feels unimportant. The one problem I have is what to do with the leads which do not seem to be progressing quick enough toward any potential revenue, but are also consuming my time and efforts. I am considering giving those leads to another agent and getting a referral fee from any commission that may eventually be generated. Newer agents are very willing to get leads from any source. Thanks for this blog as it has great information.