B2B Lead Generation Articles on prospecting

• How to improve lead generation with prospecting 2.0
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). I’m not saying that its reputation hasn’t...
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• “We have a different sales structure here, the sales people just sell!â€�
  Build A Sales Machine | Mar 02, 2010 | Permalink
  Over the past few months, I've spent quite a bit of time in Los Angeles at Leads360 (CEO's blog) helping them get their frontline sales teams set up (inbound lead qualification and outbound prospecting) and redoing their sales process (part of which is openly published on their site). Onna Young is one of their newer salespeople, and had a funny, and telling, way of observing one of the benefits of separating out the frontline steps of the sales process from the actual selling. Here's a dramatic re-enactment of a typical conversation she has with other sales friends! “We have a different sales structure, here. It’s wild and subversive. [Aaron - you can sense a little sarcasm here :) ] Call us wacky, but the sales people just sell. "Yeah, it is different - they don’t spend time...
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• The Fatal Mistake Boards & VP Sales Will Make In 2010 Planning
  Build A Sales Machine | Mar 02, 2010 | Permalink
  Note: I first published this post exactly one year ago. Unfortunately it bears reposting again and again!. I have a feeling this same post will be relevant for another few years until the conventional wisdom evolves.If you're looking for help with growing sales, and especially in creating an amazing inside sales lead generation function, I have an overview of my sales consulting practice at www.PebbleStorm.com/cpr.-----------For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. Or just fails.Let's take companies in fast-growth periods who are focused mainly on adding new customers (rather than more mature companies who drive much of their growth through their customer b...
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• The Problems with "Lumping"; Separate the Four Core Sales Functions
  Build A Sales Machine | Mar 01, 2010 | Permalink
  This post builds off a prior one, “We have a different sales structure here, the sales people just sell!� Building a highly productive, modern sales organization requires increasing specialization - and frankly, it's a big reason salesforce.com has such an amazing sales organization. Though they take it to the extremes - you wouldn't believe the number of different kinds of sales groups, inside and out, that salesforce.com has :) One of the biggest sources of lost productivity is the practice of lumping a mix of different responsibilities (such as raw web lead qualification, cold prospecting, closing, account management...) into one general "sales" role. Issues contributed to by lumping Lack of focus: Salespeople juggle too many responsibilities, reducing their ability to get things...
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