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Buying Internet leads to support your sales team is a great marketing short-cut. You get experts to do the hard work of generating Web traffic, creating compelling offers, and optimizing lead conversion. Typically that all works together to give you reasonable results–more sales and less marketing overhead.

Before you declare success, I want to suggest another step in the lead buying process. A practice that you might even want to make sure you do before you buy anymore Internet leads Read More

I’ve had several clients recently ask me the same question: “Where’s the lead market headed next?”

Well, I’m no soothsayer or seer, but I think these kind of trends are pretty easy to breakdown into reasonable predictions. So, better than giving you a one line prediction. I’ll give you a freebie and walk you through some of my analysis Read More

Success with Internet leads has much to do with how you manage those leads. Maybe even mostly to do with how you manage them. However, that lead management process can very effectively be adjusted to smooth and leverage the diversity of there generation methods.

This brief guide will introduce you to several of the Internet marketing methods lead providers use to generate leads Read More

Glance, one of the software tools in my Sales Stack, introduced a very interesting Sales 2.0 concept in their post on Building a Custom Sales 2.0 Toolkit. They framed it in the analogy of the more traditional software stack.

I think they created a very useful analogy Read More

Here’s a freebie: if I were an author looking to get the most out of the social web (and I am), I’d do something along the lines of what I’m about to share. Your mileage may vary, but here’s a decent approximation of the things I’d do. Please feel free to share liberally. Just link back to An Author’s Plan for Social Media Efforts, please Read More

One of my BizSugar friends, Susan Oakes of Marketing for Business Success, took me to task for my use of Expert in 8 Ways to Become an Expert in Internet Marketing. Our discussion, available here on BizSugar, centered on whether being an expert is necessary in all cases.

Her question really got me thinking Read More

Can you be an Internet marketing expert? Absolutely.

Internet marketing, unlike many skilled trades, surrounds each of us. We see good and we see lots of bad, but we can see it all. That’s really the ironic secrets–there are no secrets Read More

I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships Read More

When you hear or think about lead buying your mind often drifts to marketing. But really the advantage of buying leads is that the marketing is already done for you. Sure there are some differences based on lead generation methods, but really the secret to successfully buying and converting leads come down to your sales process.

Lead management is the secret to making that sales process disciplined and consistent Read More

I just got a Forrester Research Alert today in my email. It directed me to a new report entitled, “Technology Buyer Insight Study: Executives’ Preferred Forms of Sales Contact.” If you are so inclined, you can purchase it here for $499.

I’m not going to buy it, but I think it’s a really interesting question. One that would be really valuable to present to the Better Closer community Read More