It’s a fact: in today’s business climate, it takes much longer to reach decision makers. It seems that our best efforts at creating content and value, as well as our ability to broadcast vast amounts of information to well targeted titles does not seem to be generating the response we expected. The decision makers who … Continued
Once you have defined your ideal sales-ready qualified lead and determined the number needed to hit your annual sales revenue goal, the next step is to create plans to get the lead gen machine producing them.
So is Outbound the new Inbound? Or Inbound the new Outbound? Or should we call them Rebound or better, yet, Unbound? It appears that the people who named this inbound thing only looked at the first step in the b2b sales lead process — too narrow a view from our perspective. As a company providing … Continued
This condition is generally caused by having problems with generating a healthy sales pipelines. It creates frustration accompanied by feelings of inadequacy and insecurity. You Need a Professional Marketing Funnel Management Agency Symptoms A gut feeling that Marketing Automation is not generating the expected results. An abundance of unattended and/or unqualified leads in your marketing/sales funnel. … Continued
Have you been burned by a failed lead generation campaign? So much so that the mere mention of lead generation cause you to clamp your hands over your ears and sing-song “La-La-La-La-La…” as loud as you can? Then you may not be surprised at how easy it is for a BANT lead generation campaign to … Continued
Making any kind of decision requires information. When you are at a restaurant you have never been to before, you need information to place your order. Unless someone you know has highly recommended a particular dish, it is unlikely you would order without looking at the menu or listening to the waitress recite the day’s … Continued
A view from the trenches As the VP of Operations of a 23 year B2B lead management services firm, I have been directly involved with hundreds of B2B sales lead campaigns resulting in many millions of individual interactions with prospects on behalf of our clients for whom we generated hundreds of millions of dollars in … Continued
So you’ve tried gathering leads for your sales team only to find they aren’t even using them because they quickly found they were a waste of time? Now they won’t even look at what you send them. Time to make sure you’re following at least the basics in today’s world of lead acquisition. Here are … Continued
What is a weak economy anyway? Generally this translates into less market growth in which to sell. It means that unless you can find and are capable of doing business in those few growth sectors that are active in the economy, you must take business from others or find other ways to expand your reach. … Continued
Once you’ve defined the criteria which make a true sales-ready lead for your company, the next step is to calculate the number of leads you will need to produce each month to feed the sales organization.