Getting Sales Leads from the 90s Kid

What do sharks and turtles have in common? Well, if you were once a kid in the 90s, you’d know that mutant versions of both were popular cartoon shows. (Them alongside hockey playing ducks and bike riding mice from outer space.)

 

So why the trip down this memory lane? The real question is: whose memory lane is this? The answer is millennials. It doesn’t take an MBA to know they are already taking up space in your offices, your conference rooms, and well on their way to occupying positions beyond the managerial suite.

 

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Sales Lead Generation Tips – Look Back on How You’ve Grown Up

It’s becoming the rule of thumb that B2B marketers should create marketing content that talks less about your products and your company. Instead, the focus is on delivering relevant information that’s helpful to your readers.

 

It’s almost rebellious to suggest that the rest of your sales lead generation strategy should be about putting your own business on a pedestal. How much worse when it comes to highlighting how much you’ve grown as a company?

 

Here’s the thing: You don’t have to highlight just to look back yourself. Ever had moments of personal reflection, looking back (like say, on your childhood), and then coming out with a new idea? This is it, except you’re applying the ideas to your B2B marketing process.

 

"There you are Peter!"

If you’ve ever watched Hook, a story about a grown-up Peter Pan, you’ll understand what it means to look back on your childhood. You can be surprised at the amount of insight you’ll get when you pause and look back on how far your business has gone. A few examples include:

 

  • What changed – The change could’ve been bad or good but it was ultimately still change. New products had to be made or innovations were just badly warranted at a certain point in time. These changes represent the experience you’ve had in your industry and now you can share that experience to your own prospects and customers.

 

  • What was forgotten – This might sound a little bit cliché but sometimes your current marketing problems could’ve resulted from forgetting something important. Whether it was something as typical as your company vision or simply an old strategy you used to employ, sometimes looking back helps you remember old solutions that you haven’t tried in a while.

 

  • What was missed – Perhaps you noticed something back then that didn’t seem such a big deal at the time. It may have been the sign to a local business or an annual business convention that you didn’t feel was worth attending. A bit of retrospect can go a long way when you can’t get any ideas at the present but get new ideas when you put the past in a different perspective.

 

  • What you’ve taken with you – Sometimes instead of changing something, you realize that you’ve been doing something that carried on even after you’ve gone past the startup phase. The only thing you need to do know is generate more attention to it and how this something can be of great value to also your prospects.

 

You might be wondering, won’t these ideas apply to everything else outside of marketing? Yes they can! That’s all the more reason to apply them. Remembering history prevents us from repeating it. Remembering your childhood helps you grow up.


Sales Lead Generation Tips – Do Sales Reps ‘Get It?’

If you want another blunt summary of sales and marketing’s never-ending lover’s spat, you can say sales is like the rigid higher-up that’s often sucking the joy out of hip and trend-savvy marketing.

 

That’s right. Because even in B2B marketing, the need to be a little hip is increasingly relevant. That’s a hard sell, not really so much for B2B prospects but for sales reps that might still be stuck in the land of suits, ties, and corporate politics. (They’re like the pixies from Fairly Odd Parents.)

 

So while your sales lead generation campaign can be hitting it off, the same prospects you attract might be in an awkward situation with a sales rep that seem to take a very opposite approach. It’s like the webinar they signed up for didn’t happen and they’re still being served the same old recipe of boardroom boredom.

 

Is there any hope of them finally ‘getting it?’

 

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It’s Complicated – Sales Lead Generators and Sale Reps

It’s supposed to be easy. Sales lead generators qualify a prospect’s inquiry and then send it to a sales rep. Why then is the age-old conflict between marketing and sales still on-going? They’re like an on-and-off couple.

 

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Lead Generation Tips – Timing Like TV

Content and online marketing have always been hailed as the new force that’s driving today’s B2B marketing and lead generation. This is often believed to be the result of the internet giving consumers more control on what they get, when they want to get it, and where to find it.

 

It’s like in the case of online television and real television. Nobody has to worry about missing a show anymore. You just stream online or better yet download it. You can see this happening with companies like Netflix capitalizing more on their own, original content much like in other online media industries already established by webcomics and celebrity YouTubers.

 

But while customers are all free to receive the content whenever they want, it doesn’t mean you’re also free to produce it out just as freely. The internet has not eliminated the need for a schedule in your overall lead generation strategy.

 

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