Lead Generation, Sales Closure and Everything in Between

Merlin Francis

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Top Stories by Merlin Francis

Most companies have a set policy, when it comes to motivating their sales teams. They set individual and team sales targets for the month, quarter and year, which are then linked to incentives in cash and kind. I guess this is natural, considering how a company’s success and profits are directly proportional to its Sales figures. In theory, we all know that the best way a salesperson can increase his chances of a sale are by not acting as a salesperson but as an advisor to the prospect, helping him with his sales decision. To achieve the status of an advisor the salesperson needs to put his customer’s requirements before his personal sales agenda! Would this happen if he is under pressure to achieve X target within Y number of days? Quite unlikely, if the salesperson has a target to meet, he will be under pressure to sell the premium version of the product/solution to... (more)

5 Ways - B2B Companies Can Use Social Media for Lead Generation & Lead Nurturing

  The relevancy of social media for Business to Business (B2B) companies is a much debated subject. While B2B companies are opening up to the idea of participating in social media, by creating social profiles, writing blogs and engaging in micro-blogging etc. a lot is desired when it comes to using social media as an effective tool to forward their business interests or for securing, and nurturing quality leads. Having worked with both B2C and B2B companies in the social media space, I strongly feel that the approach for both have to be significantly different - at least at th... (more)

LeadForce1 Integrates Marketing Automation Solution with NetSuite’s Cloud Computing Platform

Excitement is running high at the annual SuiteCloud conference sponsored by NetSuite taking place this week in San Francisco. I am excited to be here because LeadForce1 has successfully integrated with NetSuite’s cloud computing platform.  And LeadForce1 is a featured application at the event and on NetSuite’s SuiteApp.com portal.  Lots of buzz here about cloud-based CRM and marketing automation…not that they are new concepts…but that they are achieving mainstream adoption.  There are several reasons why…Let us begin with ease of use.  No shrink-wrapped software to buy, no dedi... (more)

5 Ways - B2B Companies Can Use Social Media for Lead Generation & Lead Nurturing

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Is Offering Free Trial ‘Green’?

When we talk of popular and effective ‘Call to Actions’, free trials have always, managed to make the list, in both the B2C and B2B industries. Here are few questions and thoughts which are usually considered while offering “Free Trial” options on a corporate website - - Placement effectiveness of ‘Free Trial’ call to action? Free trial generally is the primary call to action and gets the top billing in terms of placement – above fold along with the key value proposition or image. Sometimes it is even repeated twice in a smaller print below the fold or on the top along with the lo... (more)