Converting Sales Leads into Sales

Judd Seida is one of my closest business associates. His company, http://www.biz-hive.net/ provides online marketing services to business and industry. Judd and I partner in the 2009 Success Express series of sales and marketing seminars and workshops. (http://www.successexpressmi.com/) My topic, material and presentation is all about selling. Judd teaches online and emerging marketing tools and tactics. We’re a good team where marketing and sales “old school meets new school”.

New School Tools

Most of us have been exposed to new, emerging web prospecting tools like Ad-Words, Ad-Sense, Analytics, Blogs, organic search engine optimization and social networks like Linkedin, Facebook, Twitter and others. Some of us are using these tools to meet people, develop relationships and to do business.

Using the Tools

What I have learned from Judd, as we roll the Success Express around Michigan, is that, like anything else we do, there is a wrong way, a right way and a better way to use Internet tools to generate business. The Success Express is all about employing the best marketing and sales practices.

We Deliver

In the real world, Judd’s customers are getting more bang for their marketing dollars. Their web tools are properly set-up, tuned up, working as designed and delivering results. More traffic is attracted to their websites (more hits) and more prospective customers are being identified and qualified. This is a great story. Company hires Biz-Hive, Company increases Internet traffic. Company qualifies more sales leads. Big sales pipeline is being managed and growing.

We Have a Problem

Back to the real world: Not all of these clients are able to convert these quality leads into sales. Incredibly, many of them just don’t know how to sell. They don’t have sales processes and procedures defined and in place. No sales strategies, tools or tactics exist. They don’t understand or employ essential sales skills. Some don’t even have dedicated salespeople on staff.

Marketing and Sales are Different

I’m sorry that I have to do this. Marketing activities are about lead generation and qualification. Selling is the art and science of converting sales leads into sales.

The Answer?

Sales skills, like marketing tools and tactics can be taught and can be learned. If you find yourself in a similar situation…leads but no sales, get some help. Call a good salesperson and talk to them. Share your story. Ask for advice. Or, go to the library and check out books and tapes on selling. Tom Hopkins is my favorite. Or, rent Glengarry Glen Ross. Unconverted leads were an issue discussed in the movie.

Commercial Break

Or…attend an upcoming 2009 Success Express seminar and workshop. Judd and I present proven strategies, tools and tactics for both marketing and sales. Fill your sales pipeline and close sales.

Our Places or Yours

The venues, dates and details of the 2009 Success Express are listed on my website, http://www.davebilbrey.com/ and at http://www.successexpressmi.com/. If you can’t attend our public meetings, call us and we will bring the Success Express to you.

Good Hunting!