Tag Archives: lead generation

Tailor Telemarketing Into Your Tweets

In general, marketing has come a long way from newspaper ads to targeted online advertising. But in spite of the history, it’s hard to tell how often B2B marketers stick to the old or go with the new. One moment, you’re making a few rounds of telemarketing calls. In the next, you’re looking for prospects on LinkedIn and Twitter.

 

Now is this really so bad? Actually no. Multi-channel marketing is arguably the true force of innovation in modern B2B lead generation. The challenge of course is how to have enough time, resources, and tools to tailor tweets and telemarketing to the rest of your overall prospecting strategies.

 

Continue reading

On Sales Leads, Sales Experience, and Sketchy Statistics

Unless you’re Amish (or at least something close), you’ve encountered at least one statistic that served to contradict personal experience. Whether the topic’s political, economical, or old-fashioned business, it seems like the internet’s hotwired to find a statistic that will prove you wrong.

 

But perhaps what’s more startling is when these battle of numbers make their way into your sales appointments and shake up the process of generating sales leads.

 

Not helping Mr. Twain.

Continue reading

Sales Appointment Setting Tips – Play A Hero or a Lesser Evil?

When playing the hero wins you the trust of potential customers, it’s a powerful marketing pitch. At least, that’s what Mark Schaeffer thinks when describing Apple’s recent shift towards offering hardier security policies.

 

But in the bigger picture, are you really playing the hero or are you just the lesser evil? A good appointment setting process requires careful understanding of a prospect organization’s ethos (controversial as that sounds). Otherwise, you can’t tell the difference (and yes, that is a very big deal).

 

Continue reading

Sales Lead Generation – Exactly WHAT has changed?

You’ve already heard it. You keep hearing. Chances are, you’ll still keep hearing it a couple years from now.

 

A lot has changed in marketing and sales.

 

Not only that, this change has been rapid, chaotic, and it’s tossed out everything else that was taught for the last half of the 20th century.

 

The question is though: What exactly changed? Many people are still asking this even as others are shaky from realizing they need a whole new game plan if they want to save their sales lead generation campaigns.

Continue reading

Your Double Life and Your Lead Generation Campaign

The idea of having a double life sounds like the worst one you could have as part of a lead generation strategy. Yet, despite this, plenty of sales professionals engage in the behavior regardless. And ironically, nothing makes this easier than the front created by your marketing campaigns.

 

Does this mean that your campaign’s doomed to fall from the curse of bad PR? Think again. Not all double lives are the kind that paint the shadiest scenes of corporate drama. Sometimes just being anything besides a sales rep (or a sales prospect­) is enough to create a different identity that needs knowing better.

 

Continue reading

Related Posts Plugin for WordPress, Blogger...