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 [...]
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. [...]
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: 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. [...]
By: M. H. “Mac” McIntosh To Insource or Outsource Telemarketing Telemarketing can be a cost-effective method for identifying and qualifying leads and then moving these prospects along the sales cycle. When companies are considering implementing telemarketing for leads, frequently the first two questions that come up are: “Should we set up a telemarketing team in-house [...]
Telemarketing is still a good way to sell goods and services and generate leads. Yet, what works well for companies selling to consumers isn’t going to work as well for companies selling complex products and services to businesses. Why? Because the buying processes for B-to-B and B-to-C Sales Lead Generation are completely different. Why B-to-B [...]
When it comes to lead generation, timing is everything. Sales teams have an easier time securing a lead when they are contacting a prospect during a time of need. However determining that ‘right time’ can be challenging, this is why it is wise for businesses to invest time in lead nurturing efforts. With lead nurturing, [...]
With the holiday season upon us, we wanted to take a moment to remind others to get involved with local organizations and provide for those that are less fortunate. This year Invenio decided to work with the Texas Court Appointed Special Advocate (CASA) whose mission is to be a voice for abused or neglected children [...]
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 [...]
