Ah, the dreaded lead generation cold call. Why is it that businesses and prospects alike cringe at hearing this phrase? For one reason or another, it is often perceived as a negative selling technique in lead generation that doesn’t seem to be a glamorous as other forms of selling. However, cold calling is very important [...]
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 [...]
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 [...]
1) Talent(less) Pool – When running a lead generation campaign, companies must ensure that the employees making the sales calls have the appropriate background and skill sets. Typically a college education, two years of selling experience and familiarity with the client, product or service is a good start. 2) Lack of Lead Definition – How will sales [...]
by David Kirkpatrick, Reporter SUMMARY: To wrap up another year of B2B marketing, we’ve reached out to seven marketers and industry experts to offer you six tactics based on marketing lessons learned in 2011. Read on to find out what our expert sources said about lead generation, lead scoring and lead nurturing; inbound SEO; letting your [...]
By: Sharon Daniels If you’re in a contemplative sort of mood, you might find interest in the idea that when you look inside, you can find great strength. It’s a fascinating idea on the personal level, that if we are self-reflective, we can awaken our consciousness on many levels. Of added interest is the fact that [...]
We recently came across information from Marketo defining both what lead nurturing is and pitfalls businesses like yours need to avoid. Marketo simply defines lead nurturing as “the process of building relationships with qualified prospects regardless of their timing to buy, with the goal of earning their business when they are ready. Lead nurturing is [...]
In some organizations it seems as though sales teams have by default, adopted an “us versus them” mentality when it comes to selling to lead generation prospects. Meaning the sales pitch is not very collaborative and the sales thought process is more “I must get the prospect to see why I’m right”. In these types of [...]
Lead generation sales professionals are always looking for new opportunities to contact prospects. Sometimes in cold calling lead generation it can be difficult to get in touch with the decision maker and as a result, inside sales professionals call multiple times to reach the prospect. Sometimes sales professionals leave voice messages and other times not. From [...]
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 [...]
