Tag Archives: lead generation

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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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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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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