Buying Roles in B2B Sales: Decision Maker, Influencer, End User, Gatekeeper
What decision makers, influencers, end users and gatekeepers do in a B2B purchase, how to tell them apart in a face-to-face conversation, and what the follow-up should be for each role.
Trade Show Lead Follow-Up: Which Leads to Call First, and When
The order to follow up trade show leads in, how to break ties inside the hot tier, and a day-by-day timeline for the month after the show, including what to do while reps are still traveling.
Hot, Warm and Cold Leads: What Each Means and What to Do
What hot, warm and cold leads mean when you met the person face to face, how to read the temperature in a two-minute conversation, and how to order the follow-up so hot leads are called before they...
Lead Scoring Model Example: A 100-Point Template You Can Copy
A complete 100-point lead scoring model for leads met in person, with every weight, the tier thresholds and a spreadsheet version. Three worked examples show the arithmetic line by line.
Lead Scoring: How to Score Leads You Meet in Person
Most lead scoring advice scores email opens and page views. Leads met at trade shows and on field visits have none, so here's how to score them on what was captured and what was said.