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Concept.Blog: sales funnel

Sales Funnels & Lead Nurturing: A Tale of a Sales Lead - Part 2

6 minutes read

We left off in Part 1 discussing some pitfalls companies run into with needing more sales leads or needing more sales. And the philosophy at Concept is that successful businesses need to lead nurturing and have a full sales funnel in order to grow the bottom line.

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Do You Need More Leads or More Sales? A Tale of a Sales Lead - Part 1

5 minutes read

“We need more sales leads.”

“If you can put my sales reps in front of qualified prospects, they will close them.”

“We need to be in front of more companies.”

When we say we want or need more leads, is it more leads we want or more sales? What we really want is more sales. The value of sales leads is converting them to closed-won sales. Therefore, if it is more sales we want, then our next question must be, why do I need more sales?

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Lead Scoring Model Essentials: Three-Part Primer

6 minutes read

Sales teams are focused on turning opportunities into either closed-won or closed-lost deals. But every lead that your company has didn’t come in is an opportunity. So how does your business weed through the good leads and the bad leads? Most companies struggle with how best to identify and progress leads through their sales funnel – from information-qualified lead (IQL) to marketing-qualified lead (MQL) to SQL. Through an effective and targeted lead scoring model, you can focus your sales...

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