Tag Archives: sales leads

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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Sales Lead Generation Tips – Know When The Land turns Dry

The relationship between today’s marketers and the Google search engine has always been a turbulent one. However, this relationship is just but one of the many the search-engine giant has with the rest of the world. And while you can argue that marketers have quite an impact on the development of its search engine, the impact of other influences shouldn’t be underestimated. You have the views of those using the system to locate information. You also have those taking it further by calling legal actions and controversies against the giant (just search “Right to be forgotten”).

 

Hence, it’s important that your sales lead generation strategy is prepared for the worst: when the land of SEO is no longer fertile because of it.

 

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Using Sales Lead Generation to Keep Prospects Converted

You’ve all heard the phrase ‘preaching to the choir’ and it’s often a metaphor used to discourage spending money on the already converted. On the surface, it makes a lot of sense (especially from a B2B marketing standpoint). Sales lead generation can be costly and you don’t want to invest any more of it than you already have to.

 

But what if you actually do have to? Are you certain that once a prospect’s been converted to buy your solution, they’re going to stay converted?

 

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Lead Generation Tips – How Ending Trends Should Not End Marketing

FIFA 2014. Germany wins. The end. That’s pretty much what you can expect following the conclusion of the month-long sporting event. It’s like one big party. No matter how big or how fun the whole thing was, eventually the crowd goes away and it’s time to pack up.

 

This is actually a sticky situation in B2B lead generation. No matter how long or how complicated your sales process, this kind of excitement is still the key to attracting potential clients. That’s why you ride on trends like the World Cup. There is a major struggle to be in the biggest conversation because that’s where you think your target market is found. So once the party’s over, it seems like the game’s over too.

 

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