LeadJen

LeadJen's Jenny Vance contributes to iMedia Connection this week in her article about the growing trend for businesses to begin using social media as a way to spur sales effectiveness. Vance lays out and explains three steps companies should use when wanting to add a sales component to their social media program; monitor, respond, and covert.

LeadJens's Jenny Vance is featured in today's edition of Ask the Expert in BtoB Magazine with her article, 'Is it Ok to Email a Prospect a Second Time?' talking about the best practice in sending out a second prospecting email. Jenny also talks about how to develop content for these emails, including; personalizing content, politely mention previous contact attempts, and getting to the call to action right away.

LeadJen's Jenny Vance is featured in this weeks edition of the DemandGen Report with her article, 7 Key Metrics to Boost Lead Generation Results. Vance illustrates ways good metrics can help increase a campaign's lead generation results, including which messages are preforming best, and which industries are preforming best. Being able to have an understanding of what's working and what is not enables a team to correct problems quickly.

LeadJen's Jenny Vance contribues to eCRM Guide.com in their recent article "Ten Things You Can Learn From Your CRM System". eCRM Guide.com spoke with dozens of business owners and managers to get their take on what makes a good CRM work and what doesn't.

Marketing Sherpa blog- LeadJen's Jenny Vance is featured in the Marketing Sherpa blog on taking a different look at having a snow day that can really personalize a conversation when calling a lead. "However, we have found that a winter event is much like the holidays because while the ability to connect is greatly reduced, the quality of the connections is much higher."

Jenny Vance was featured in today's issue of BtoB Magazine's Email Insight talking about some tips that, if followed, will help to maximize the effectiveness of the email.

I’ve been asked by a few different companies if a auto-dialer is effective in B2B lead generation.  We have not aggressively pursued an automated dialer for B2B appointment setting campaigns for several reasons:

I’ve been there. At several companies before LeadJen, I was either an Inside Sales Representative, a player coach, or the Manager of an Inside Sales team. And, it’s not as easy as it looks–in ANY of those roles. I thought it might be helpful to share some of the hidden costs of building an Inside Sales team internally.

Two additional challenges of building inside sales and lead generation internally are career path and turnover.

Inside Sales is a tough role to fill. The rep must be knowledgeable, competitive, driven, a self-starter and have the ability to adjust quickly to tough questions and objections. All those characteristics are typically found within a candidate that wants a defined and aggressive career path. Companies that identify those quality candidates struggle with keeping them. Some sales environments are lucky enough to have a tiered sales team that offers a career path for the entry-level person joining the lead generation or inside sales team. However, that isn’t the case for many companies. Often times, there is a very large gap in knowledge between the inside sales team and managing the entire sales process to close. In those settings, the driven and successful inside sales person gets burned out and takes that talent to a new company because there simply isn’t another role that makes sense for that person.