Tag Archives: sales lead generation

Why Sales Leads Require Satisfied Customers Before Innovative Marketing

There are many processes in business that require a delicate balancing act. And in marketing alone, the balancing act has a really potent emotional stake.

 

It might sound strange for those of you who still think that emotions don’t play much of a part in B2B sales and marketing. But at the very least, there’s a strong case for prioritizing satisfied customers over innovative marketing if you really want to keep generating sales leads in the long run.

 

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Appointment Setters Should Really Have the Answer

Appointment setters take a lot of risks when they’re marketing via search. However, the biggest of them all might not have anything to do with the fickleness of Google nor the diminished attention span of mobile.

 

It might have to do with having an answer.

 

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What Appointment Setters Can’t Do for 30 Seconds

Superbowl advertising sure gets a lot of hype for what are essentially just 30-second, bite-sized commercials. Marketers working in the longer process of B2B sales might even dismiss it all as pandering to the excess of impulsive, consumer culture.

 

But you know, what if there’s something these ads can do in thirty seconds that just can’t be done by your sophisticated B2B appointment setters?

 

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Are Old Sales Leads Like Bad Sequels?

With the Golden Globe awards once again recently concluded, it might surprise some people that the winner for Best Animated Film was Dreamwork’s How to Train Your Dragon 2. That’s not to say it was a bad movie but simply because sequels aren’t know for a perfect record for success.

 

Likewise, sales leads are remarkably similar when it comes to how marketers treat them. Despite their long-term benefits, the conventional wisdom dictates the best leads are fresh acquisitions instead of making a sequel out of currently existing clients.

 

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Can B2B Leads Reveal An Old Customer’s Current Mindset?

The default answer to the title’s question would be yes. However, think about this carefully. This is an old customer. You should remember that the usual response of lead generators is to look up the customer’s past history.

 

While that’s well worth applauding, you should be careful about looking too far into the past and not concern yourself with what’s currently on a prospect’s mind. Are your B2B leads more like a trip down memory lane or does it have any current-event-type information your sales can immediately act upon?

 

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