Month : September 2016

“Rather than sitting at a trade show table for hours on end, or sitting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet.” –Laura Lake, About.com Sales lead generation is the creation of interest or inquiry into services or products of a business. Leads could be generated for the purposes of list building or for sales. The usefulness of a lead is determined by its ‘quality’. Quality is usually determined by the propensity of the inquirer to take the next action…

Earlier this week, as part of GMIC 2013, the G-Startup Competition named Badger a Top-20 finalist. We were ecstatic to receive the award mostly because of the opportunity to learn about and from other startups, particularly in our space. The conference lasted two days, featuring fun competitions and great take-aways. We began to understand the challenge it is to sell at conferences. Although it is expected that these events will attract like-minded individuals, most attendees go in with a pitch rather than a need making it exceedingly difficult to initiate discussions about your product or service when all anyone…

Creating and sticking to a solid sales cycle is critical to expanding your client base. Staying on top of all of your leads and existing clients can be difficult. Not keeping up with the steps in your sales cycle can end with losing leads and the interest of current clients. This might seem straightforward enough, but often times it’s easy to stray or lose your drive to the bigger end goal. Here are three things to always keep in mind to help you stay focused and shorten your sales cycle. Don’t Skip Steps Sometimes it may feel as though you’ve developed…

With over 1.3 BILLION members in over 200 countries and regions worldwide, the opportunity cost of ignoring LinkedIn isn't abstract. Many salespeople use LinkedIn to warm up leads, avoid the dreaded cold call, and collect intelligence that can help them sell better. Harvard Business Review ran a study on top IT salespeople of mid to large size companies, asking them how they use LinkedIn to research accounts, prospect for leads, and generate sales. Here are their results: