Generating and following up on leads are both key to maintaining a successful business. However, finding those few influential decision makers you want to sell your product or service to can be difficult and time consuming, especially when it is estimated that in a typical firm an average of seven people are involved in most buying decisions. Here, we explore how online channels and influencer mapping can enable you to create relationships with the people who matter.

Tips for evaluating your daily performance. Leverage you strengths and develop opportunities for growth.

Lead generation is more than just a numbers game. Driving sheer volume of leads, without an understanding of their qualities or how you are going to handle them will only result in a mess. Prioritising your generation methods and controlling the flow of leads are both crucial. The volume of your leads should be scrutinised in the context of your team and ambitions - not just jammed into your sales funnel. Losing a lead can be more damaging than never finding it, so knowing your limits is crucial.

While the fundamentals of lead generation remain the same, its execution and analysis has changed in recent years. By analysing the accessible supporting data, it is possible to identify the quality of a source and improve your methods. Understanding the merits of different lead sources, thorough analysis and recognising the areas that work for you are crucial to achieving consistent results.

You will know by now I'm on a mission to improve the nation's selling techniques. It seems every day I get collect more evidence of just how big a challenge that is going to be! On the other hand a bottom less pit of potential work it seems. Take my colleague Jonathan's example from a while ago...

"When you say something about yourself it's bragging. When other people say it about you -- it's proof!" (Jeffrey Gitomer) How good are you at collecting testimonials from your happy customers? Great? Then well done, keep it up! You're in the minority though! Many business owners simply never get around to it, or are a little bit nervous about asking or don't do anything with them once they've got them. Here are some 'off the top of my head' thoughts when it comes to testimonials...

Now that summer is over, how can you keep your employees motivated for the usually depressing Fall and Winter seasons? We are here to help.

But for most of us, after our summer holidays, we share that foreboding as we crack up our laptops wondering what 'the figure' of emails will be. Then there are the bragging rights. I reckon most people share their inbox total with their immediate colleagues within 30 minutes of discovering it (go on -- be honest!). And there's that tinge of disappointment if a colleague has a higher total than you! My challenge to you is...in amongst the emails, the meetings and your other tasks and projects, how are you going to make sure you do enough selling?.

Making Sales Social

Incorporating Social Networks into Your Sales Process

The methods of communication we use today have expanded, and your sales channels should expand, too. Learn how to incorporate social media into your sales process.

Webinar: Up Your Sales Game with Corporate Family Data

Complimentary Webinar from LexisNexis Corporate Affiliations

Is your sales team missing opportunities to score more wins? Find out how corporate family data can up your sales game. LexisNexis Corporate Affiliations is hosting a complimentary webinar, "Up Your Sales Game with Corporate Family Data" on September 24, 2014 at 2-3 P.M. ET.