In what ways do you keep in touch with prospects and customers? Many businesses use social media, telesales, trade shows and other events to execute “touch the customer” activities, but what about email marketing? Email marketing is a great way to conduct a lead nurturing campaign. A big part of a successful marketing strategy is [...]
In our experience with lead generation, we’ve discovered that there are multiple reasons why businesses will make a buying decision. However, when we break this down, it seems people tend to purchase for only two reasons – sheer curiosity or having an admitted pain, where a solution is needed to resolve it. Curiosity –People are [...]
You’ll hear time and time again that in lead nurturing, marketing automation is key. Make no mistake, marketing automation and the companies that specialize in it make lead nurturing very easy on businesses. These tools can help you organize your contact information, manage the contact marketing campaigns and even handle scoring prospect behavior to help [...]
By: Kelley Robertson I love face-to-face sales calls! Sure, they are stressful, unpredictable, and challenging but I enjoy the interaction with prospects and learning more about their business and/or an industry I’m not familiar with. However, that’s not why I really love face-to-face sales calls…I love the challenge each meeting with a new prospect presents. [...]
Okay so I admit that they aren’t closely held secrets; in fact you’ve probably heard these before. However it’s probably a good idea to keep them in mind if you are looking for tips for success during your sales career. Preparation – Sales professionals should never “wing it”. Always come prepared to sales calls so [...]
In various lead generation circles, you may hear a lot about inquiry management and may even receive questions about how your business manages it. It is an aspect of sales that can overwhelm an organizations’ sales team which is why it is important to quickly find a solution that will help meet business objectives. Let’s [...]
More often than not, inquiry management activities carve out a large portion of time from sales taking their attention away from closing deals. Sales may quickly become overwhelmed by having to work a large database of contacts in order to find the most qualified prospects, let alone having to manage all of the emails and [...]
From a lead generation standpoint, Facebook and other social media sites can be a great avenue to reach and connect with prospects. Businesses are constantly being told to use social media to help with branding and sales efforts, but inquiring minds want to know, does Facebook actually help to drive business? Facebook by far is [...]
When leaving voicemails for prospects in lead generation telesales, it is best to have something compelling and succinct as you only have a short amount of time to grab their attention. You do not want to have a long winded message that includes nothing but a feature and benefit dump, but instead provide some sort [...]
In lead generation telesales, it can be difficult to get the decision makers on the phone. Many times, sales needs to work through the gate keeper before the opportunity to speak with the decision maker presents itself. When lead generation telesales reps get an executive on the line, they need to be prepared with the [...]
