By: Kelley Robertson Sales Lie #1: “I could reach my quota if my company lowered their prices.” If I had a nickel for every time I heard this… If you rely solely on price to close deals then you condition your customers to constantly push you for a larger discount or a better price. [...]
It is mentioned time and time again in lead nurturing that content which is sent to prospects must be relevant to where they are in the buying cycle. If the information is not relevant, no matter how important, it can be seen as a nuisance and will fall on deaf ears. To ensure that this does [...]
In order to achieve a successful inside sales lead generation program, businesses need to set clear expectations with sales reps on what needs to be accomplished. This can be done through establishing sales benchmarks as well as a well-defined and documented process. Allowing the sales group to be involved in these discussions can help drive results [...]
The best inside sales lead generation campaigns become successful through a well-defined cold call process and through collaboration with sales managers and the sales team. A well thought out process should include call guide (scripting) creation and live and recorded call monitoring sessions with the inside sales professionals. In an inside sales lead generation environment, a [...]
Social media is more of an important aspect of lead generation and lead conversion today than it has been in recent years. According to the MarketingSherpa 2011 Social Marketing Benchmark Report, over 60% of marketing leaders are looking to convert social media followers into paying customers. Still, social media continues to be a difficult medium [...]
Today’s consumers look to the internet to gather information; therefore, businesses without an active online presence, whether that be with an effective website or a lively social media effort, are missing a huge opportunity to connect with buyers. Believe it or not there are some organizations that don’t use social media as an online tool [...]
B2B lead generation, much more so than its B2C counterpart, is a complex process for many reasons, with much of the difficulties involved due to scale. First of all, communication is also a more difficult and formalized process since it can be rather complicated to tease out exactly who the decision makers are and how [...]
B2B telemarketing is an effective way to generate leads and close sales. In many superficial ways, it resembles B2C telemarketing. However, once you get past the surface similarities, it quickly becomes obvious that dealing with business-to-business sales is a completely different animal. Mike Wallen, CEO of The Lead Dogs, has written a useful article which [...]
