Lead Generation Tips – Leaving Prospects On Their Own

The latest lead generation strategies often favor a mix of inbound, content marketing while at the same time never fully taking an active sales rep out of the picture.

 

This works because most prospects nowadays don’t really like being led around their noses for a solution. They want to learn and figure things out on their own.

 

Is it really that simple though?

 

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Sales Lead Generation Activities Also Pursue Active Prospects

You’ve heard it so many times: Prospects only buy because they want to. You can’t compel them anymore. They do their own research thanks to the internet. Most sales lead generation activities should now focus on creating content that will attract prospects, give them the answers they’re looking for, and hopefully cultivate enough interest to make them buy on their own.

 

To summarize, it feels like you have to find a perfect match between your business and the prospect with the right set of problems to solve. On the other hand, does this fact really mean you should only rely on passive, inbound methods for generating leads or is it still possible to actively pursue active prospects?

 

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Sales Leads – Part Data, Part People?

It’s conventional wisdom to believe that data, analytics, and quantifying buyer behavior is a winning formula for sales leads. And by many accounts, it makes a lot of sense. You’ve already hypothesized what gets B2B prospects buying and now have the numbers to prove them.

 

But take a step back and retrace that thinking, what came first? Was it the numbers or the behavior? What led you to have this assumption about prospects were looking for? Was it because you already had the big, data-crunching systems in place to tell you or was it something more intuitive?

 

Are sales leads simply part data and part people?

 

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Telemarketing Tips – Being Ready Isn’t Enough

How do you define ‘ready’ in terms of a B2B telemarketing campaign? Do you consider yourself ready when you’ve got a target market? Or is it after spending months of pre-campaign research? Do you consider yourself ready when you’re fully rehearsed a script or should you memorize the campaign’s entire M.O. by heart?

 

One thing’s for sure though: Being ready isn’t enough.

 

"Are ya reeaaaady?"

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Commong Trendspotting Tactics for Lead Generators

Trendspotting is a handy skill for B2B lead generators. It helps them predict the topics their audience might take interest in, which in turn helps them deliver prime content for generating interest.

 

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