How To Generate B2B Sales Leads in a Weak Economy
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...
11 Tips To Optimize Your Multichannel Marketing Campaigns. Tip 4: Quantify Your Lead-To-Sale Funnel Requirements
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. Many B2B firms fail at this, so be sure to get this right. This...
Do It All In-house or Benefit from Collective Intelligence
Do this exercise with a friend or colleague before reading the rest of this blog. Exercise (3 steps). Step One - WITH NO DISCUSSION both you and your friend make a list of things you can do with a pencil. Time limit: 1 minute Step Two - Share each of your lists and...
11 Tips To Optimize Multi-channel Marketing Campaigns. Tip 3: Define Your “Sales-Ready” Lead Criteria
For B2B firms, base the criteria on what the sales team needs. Detailed background information on both the prospect and the selling opportunity helps drive more productive lead-to-sales results. You can sync scoring to this later. We’ve surveyed sales and here is what...
How To Keep Your Competitors Our of Your B2B Lead Generation Pipeline
Once the music starts to play, the lights begin to dim, and the couples begin to pair up and move on to the dance floor, it’s too late to keep your rival from getting the partner you’ve had your sights set on. You needed to get their attention long before that. It’s...
What Dwight Schrute can Teach Us About Lead Generation Companies
The goings on at Dunder Mifflin, the imaginary company on NBC’s The Office, tickle the funny bone because anyone who has ever worked in an office can relate to the inane antics of the employees, particularly the wide-eyed Dwight Schrute. Here's what we can learn from...
6 Secrets Your Call Center Company Won’t Tell You
Everyone who wants to make cold calls, take one step forward? What? No takers?" "Okay, who wants to call everyone on our invite list to the seminar to see if they’re coming?" "What do you mean you’re too busy?" Making those calls is usually not a favorite pastime for...
3 Must-have Measurements For Effective Tele-prospecting
There are many different ways to undertake lead qualification and measure the efficiency of your process. Cold calling can be highly effective if performed with diligence and consistency. Tele-prospecting stands out above many other lead generation tactics for its...
11 Tips To Optimize Your Marketing Campaigns. Tip 2: Unify Your Lead-To-Sale Plan and the Buying Process
As promised in last week’s blog, here is Tip 2 for sales lead optimization success. Map the buying process by segment or solution Map the lead to sale process for each solution type Compare these two processes so you clearly understand the dynamics. And further refine...
Inbound Call Center Services: 8 Critical Things to Look For
The sport of hunting is not really my thing, however, my oldest son lives for deer season. What I have learned from him is that you don’t just head out into the woods, expect the deer to come running to you and start shooting at anything that moves. You have to...