Your lead generation strategy is doing what it’s supposed to do – generating leads, which is great news. However, the feedback from your sales team is not so great as the ‘leads’ they are handling are not ready to close. Clearly a process of categorising and differentiating leads is required, and lead scoring is the best means of achieving this.
A healthy sales pipeline is one of the most important measures for sales success. It needs to be dynamic and constantly progressing or moving forward to the next stage. To do this, you need to reach your prospects across a range of different touch points and continually follow up your efforts in order to get maximum success. Here are seven practical ideas you can implement right away that will help grow your sales pipeline and keep all your leads moving in the right direction: Continue reading →
Hosting an event can provide a business with an effective marketing opportunity from which to meet, connect and build rapport with current and prospective customers face-to-face. Yet the planning and organisation required in getting people to come and then following-up afterwards entails a lot of hard work both well before and well after the event has happened.
Telemarketing And The B2B Buyer Journey
There are a number of descriptions of the buyer’s journey, and they all generally involve the process by which prospective clients move from being strangers, look to discover information about products and services, move through the initial stages of information gathering and identifying possible solutions and providers, then to short-listing and decision making and finally to the buying decision and, hopefully, into an ongoing relationship.
The Death of the (traditional) Salesperson
How the move to inside sales improves efficiency in lead generation.
The growth and disruptive nature of technology and the need to reduce costs are shifting the way companies sell their products or services. Here we discuss how a business can embrace those changes to achieve the best results and lower cost lead generation.
Effective telemarketing is as much about listening as it is talking, which is why we think telemarketers should do away with the script and use conversation.
Getting the most out of B2B lead generation – Seven ways telemarketing can play a vital role.
Every business is constantly searching for new clients that can benefit from their services, yet generating high quality leads and appointments has proven to be one of the biggest challenges that B2B marketers face. Marketing teams are churning out multi-channel campaigns hoping that one will resonate with the audience and generate a lead.
Now, I don’t know you and you don’t know me. We have never, as far as I know, met. If I were to randomly call you and enquire after your health, you’d wonder why. In fact, whilst I hope you are having a great day and are feeling well, I too would wonder why. So what is the reasoning behind the fact that, when I am sitting at my desk, getting on with my day, someone I don’t know calls me, asks how I am, and then pauses.
The short answer is yes, telemarketing lead generation can be effective but it depends upon how unique the product or service is.
The IT sector is pretty much the most competitive sector there is in B2B sales and marketing. The buyers here – from CTO down – are bombarded daily with calls, emails, online ads and social media telling them of new technologies, products and services. This is why many of them hide behind voicemail or are contactable only via a generic email.
Telemarketing regularly proves its value in enhancing the results from B2B lead generation campaigns. Here we look at seven benefits it offers.
- Create Awareness: Telemarketing creates awareness to help engage potential new customers and repeat sell or upsell to existing clients.