Tag Archives: sales lead generation

Sales Leads Don’t Need A Countdown

For some industries, the coming winter is expected to be full of low-budget, low sales-ready leads and they’re doing the best to stock up what they can.

 

Meanwhile, active lead generation activities are put on hold. Any hope of meeting new, high-value sales prospects becomes wishful thinking at that point. It seems like the only best option is to ride it out and be patient. Wait for the Christmas that will come after the holiday season and then you can start opening your sales leads.

 

This countdown though isn’t really necessary. In fact, it can actually do more harm than good. Contrary to what your mom taught you, it’s not good to wait until Christmas. Start generating your sales leads now!

 

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Generating Sales Leads VS Closing Sales

Just how much should you demand from a lead generator?

 

This is often a question for those outsourcing them. It’s also a pitfall for those who think that outsourcing is a lot easier than generating sales leads yourself.

 

But reasonable as that sounds (that’s right, it is), there is also a limit to how much you can ask. Even if you were to assemble your own B2B marketers, you can focus too much on generating sales leads instead of closing them.

 

You don't need this much to close a lead.

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Lead Generation Tips – Perception VS Technical Facts

You’ve all heard it before. The B2B buying process isn’t always as emotionally distant as its made out. And yet, that too is an ironic demonstration of perception being more prevalent than technical fact.

 

Often times, lead generation campaigns are geared towards combating this. For instance, call scripts are designed to handle objections that dispute misconceptions about your industry. Shouldn’t it be about time to adopt the opposite approach?

 

Why not value people’s perception instead of always betting on technical facts?

 

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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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