Closed Loop Reporting: Setting Goals to Get Sales and Marketing on the Same Team

Posted on May 25, 2017 3:26:26 PM by Kevin Page

Sales Manager: “We didn’t achieve our revenue goals this quarter, let’s talk about what needs to change for us to hit our numbers next quarter.”

Sales Team:

  • “We aren’t getting enough leads.”
  • “The leads we’re receiving are garbage and unqualified.”
  • “The marketing team doesn’t understand what we’re looking for”

Marketing Manager: “We didn’t achieve our revenue goals this quarter, let’s talk about what needs to change for us to hit our numbers next quarter.”

Marketing Team:

  • “The sales reps never close any leads.”
  • “The sales reps don’t take the time to record any information in our CRM.”
  • “We don’t have any information to understand what makes a lead qualified.”

Does this sound familiar? I know I’ve had experiences in meetings like these and I’m sure you have, too. They tend to be focused on excuses and negativity – two of my least favorite things. I’m here to tell you that there is a better way. Some people refer to the ‘better way’ as closed-loop reporting, but I prefer to call it ‘heaven on earth.’

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Posted in Lead Conversion, Sales Tools, Lead Generation, CRM, Closed Loop Reporting

Cold Calling Is Not Dead

Posted on Oct 3, 2014 12:20:00 PM by StoryTeller Team

Why Cold Calling is Alive and Well

There is major irony in beginning a blog post with the adage “Don’t believe everything you read.” But after reading article after blog post after tweet, all with the same argument about the oldest sales strategy in the book, I just couldn’t help myself from rebutting. Cold calling is not dead! In fact, in some ways it’s stronger than it’s ever been.

Granted, cold calling is interruptive – which goes against what I've learned as an inbound marketer. But there’s something different about it. It’s not delivering 10,000 fliers to every mailbox in the area. It’s not an obnoxious commercial with talking babies, flashing lights or annoying sound effects. It's gentle. It’s personal. And in today’s landscape of clicking “Connect” on leads’ LinkedIn pages so you can send them a stock sales pitch – it’s surprising

Here are five reasons why cold calling is alive and well: 

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Posted in Sales Tools