Why Lead Qualification and Lead Management During COVID-19 is More Important Than Ever

Qualification and Lead Management

The COVID-19 crisis has caused B2B sales organizations to re-evaluate their sales processes, re-tool their sales pitches, and otherwise adapt to fast-changing conditions in an environment of unprecedented uncertainty. But there are two aspects of B2B sales operations that are sometimes underrated and overlooked even during the best of times: lead qualification and lead management. During this time of crisis, and even after the economy emerges into a New Normal, qualifying your sales leads, and then managing, nurturing and re-ranking your sales leads over time, is more important than ever.

COVID Sales Lead Qualification and Management

Here are a few reasons why your B2B sales team needs to put lead qualification and lead management at the top of your priority list during COVID-19. 

Lead Qualification Helps Prioritize Your Sales Efforts 

During a time of crisis like COVID-19, it might seem like there’s no such thing as a bad sales lead. The truth is more complicated. During COVID-19, there

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Want to Improve Your Workplace? 16 Productive Questions to Ask Yourself

improve your workplace

As a leader, you know your workplace dynamic directly impacts employee morale and, in turn, your bottom line. No matter how great your company culture might be, there is always room for improvement.

But to make impactful changes, you’ll have to first understand which areas warrant the most attention.

Advice on How to Improve Your Workplace

To help you identify those areas, we asked a panel of Young Entrepreneur Council (YEC) members this question:

“What’s one productive question business professionals can ask themselves in order to better understand what they need to improve in the workplace?”

Here’s what YEC community members had to say:

1. Are We Accomplishing Our Daily and Weekly Goals?

“This question refers to time management and productivity. How well are you and your team handling the hours in the day when working with clients or completing assignments? Do daily check-ins work with your team? Will time management tools prevent people from goofing off? You need to constantly assess, especially in times of unc

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Unused Assets Cost American Companies $55 Billion in March and April

unused assets business coronavirus

If stay-at-home orders amid the Covid-19 crisis have made some of your business assets idle, you’re not alone.

According to the latest report from Motus, unused assets cost businesses over $55 billion in March and April 2020.

Unused Business Assets Due to Pandemic Response

Due to the coronavirus crisis and subsequent lockdowns, most small businesses had to voluntarily or mandatorily allow their employees to work from home.

Indeed, remote working offers multiple benefits to small businesses. But the sudden move has turned office spaces, company-owned vehicles, and company-owned devices into a financial burden for many businesses.

Idle Assets: A Financial Burden

Despite the fact that remote working is a win-win situation for both the employers and the employees, not all businesses were allowing their employees to work from home before the coronavirus crisis. This means they have to rent office space, which is a costly affair. And the cost of office space is fixed whether a

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4 Channels To Help Increase Online Holiday Sales


Holiday Sales Planning 2020

While COVID-19 pandemic seems to have passed its peak, things are by no means “back to normal.” Supply chains are still disrupted, consumer wallets are still hurting, and unemployment is still high. It’s going to take a good while for the economy to get back on its feet, so you need to plan online holiday marketing strategies well in advance.

Holiday Sales Planning 2020

With so much holiday revenue coming in online, it’s vital for online businesses to put their best holiday marketing foot forward, and that includes considering which marketing channels to use to increase your sales.

1. Social Media Paid Marketing

According to received wisdom, CPMs have been rising constantly, dragging down ROAS on paid social. This was true, and there’s still an understandable spike in CPM before the holidays, which only emphasizes the need to plan your holiday marketing ecommerce strategy ahead of time.

But recently, something changed. In January-July 2019, CPM on Facebook dropped to $8.34, from $11.09 in January-July 2018. CPM on other channels took a

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