Businesses in the US spent $2.8B on generating leads in 2020; it’s a top priority for marketing and sales leaders. 

This begs a question: if these leads are so valuable, why does it take the average company 42 hours to respond to a lead?

The data is clear: leads are only likely to be converted for a very short period of time after being generated. After that, they move on. 

If you’re in sales, you already know that you’re about as likely to reach someone’s voicemail as to connect over the phone. 

These days, inbound phone inquiries may be less common than they once were. They’re no less important, though. A qualified inbound call tells you that your lead is serious - so take them seriously.

There are a few things you can do to ensure you respond to inbound calls from your prospect effectively.

When a prospect submits an inquiry on your site or via phone, it’s critical to respond quickly. Here’s why it’s right for your prospects, your company, and you:

• Rapid lead response shows your potential customer that you care about them and their needs. 
• It creates a great first impression of your company.
• Rapid lead follow-up makes it much more likely that you’ll ultimately convert the sale.

We’ve been talking a lot about transformational strategies lately. Another one is sales coaching.

What is Sales Coaching?

Sales coaching is the process of providing constructive feedback, training, and practice designed to improve sales performance. If sales is the engine that drives business, coaching is the tune-up. 

Sales coaching helps instill a mentality of constant improvement in your team. Just as importantly, it also helps ensure every prospect has a great experience, and every customer is set up for success.  

Chances are, your business is spending thousands of dollars every year on advertising to attract and close prospects. Most businesses will include a phone number with at least some of those advertisements.

Sound familiar? If so, you’ve probably heard of call tracking and monitoring.

What salesperson works 24/7 without taking breaks or getting paid commission? Your website! This fully self-service, consistent, helpful hub for everything about your business is perhaps your strongest marketing and sales asset. 

But is it reaching its full potential? Is your website optimized to generate leads all day, every day? Does it help your marketing team qualify leads? Does it help your sales representatives close more deals?

If not, you may be leaving valuable money on the table. 

In this article, you’ll learn best practices to optimize your site for lead generations and ensure effective on-site engagement.

What a change a year makes!  In 2020, businesses shutdown in response to Covid-19.  Most businesses adapted with strategies learned in prior recessions, cutting costs and laying off employees to preserve cash.

A year later consumer demand has snapped back, complicated with unanticipated supply chain issues and many businesses are struggling to adapt.