Tag Archives: sales leads

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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Using Lead Generation to Pass On Vital Expertise

While some businesses sell their products, others thrive in the business of marketing sheer knowledge. Whether it’s financial strategy, infrastructure planning, and even self-help, there’s always a market for raw expertise.

 

But more than products however, expertise can be dangerously subjective and their value is often volatile. As the world once again nears the end of another year, lead generation strategists have to wake up to this reality. It could mean the loss of vital information unless they know how to pitch its value properly to a new generation.

 

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Is Lead Generation THAT Easy Nowadays?

The short answer is obviously no. However, there are a lot of lead generation and marketing tactics that seem so easy to pull off. You want a really shocking example? Look up the Masrani Corporation.

 

If you’re one of those who just went, “Hmm, a new client?” after one look at the site, you’ll be sadly disappointed. It’s fake.

 

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Sales Leads and Sales Teams – You’re Really Just Getting a Job

There are two ways to interpret the phrase, “Got a job.” One is the usual, “Hooray, I got employed!”

 

The other is the kind you hear when you’re watching a movie about hired mercenaries or bounty hunters. Expendables. Charlie’s Angels. A-Team. All these action flicks feature really rugged business relationships where ‘jobs’ are in fact complex assignments or missions (oh yeah, and full of shooting stuff).

 

But you know, the same thing could apply to sales teams and sales leads.

 

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