Are Calling Campaigns a Critical Component of Lead Nurturing?
It’s tempting to think of B2B lead nurturing as a protracted exercise in which potential customers tumble leisurely down a deep, long sales funnel. But lead nurturing doesn’t have to be a slow process. Calling campaigns, used strategically,can speed things along by qualifying prospects and determining whether they are “in” or “out” quickly. Here’s how: […]
Attract More Sales Leads with Telemarketing
The word “telemarketing” might not make everyone beam from ear to ear with admiration, but marketing and sales professionals love it. Why? Because a sophisticated telemarketing effort attracts sales leads like no other lead generation tactic can. Here are some reasons why: Uncover New Opportunities Speaking with a real person can provide an immediate answer […]
3 Things You Must Consider When Evaluating Lead Generation Companies
Of all the lead generation companies vying for your business, how do you know which one is the right choice? Here are three things to consider during your evaluation: 1. Specialty Is the lead generation company a jack-of-all-trades, or does it focus on a specific skill? You’re usually better off choosing the latter. Why? Because […]
3 B2B Lead Generation Tips for Smart Marketers
Nothing inspires a sales team more than a consistent stream of sales leads, and marketing teams will go to great lengths to keep high quality opportunities in the hopper. But in some cases, going back to the fundamentals of B2B lead generation can be quite rewarding. Here are 3 tactics you may want to revisit […]
Work on their time schedule
Appointments are kept when the prospect’s time schedule is adhered to. Time is everything, the one thing we all have a finite amount to work with. Companies operate on their own time schedule. In order to set an appointment that is kept and looked forward to, tuning your schedule to match theirs sets the tone […]
Is Getting The Appointment A Matter Of Choosing The Right Words?
If it were only that easy. It’s no secret among sales people that just setting the initial appointment can be one of the hardest parts of the sales process. Yes, it is a fact that there is success in numbers; and by numbers we mean making a lot of calls. But without the proper lead,or […]
Setting B2B Appointments That Pay Off
You share something in common with other business owners: You’re all busy and you don’t have a lot of time to be “pitched” by salespeople. To be effective in setting appointments with other companies, you need to focus on commonality, problem-solving ability and professionalism. Don’t try to close a sale on the first call; focus […]
It’s So True – It’s Up To You To Help Qualified Prospects Buy
Why nurturing your leads makes sense because only a small percentage of prospective buyers are ready and able to buy right away. Most need nurturing, to help leads become highly qualified prospects that are ready to buy. Marketing is the act of educating and preparing someone who qualify themselves by responding to calls to action. […]
An Expert’s Perspective on Lead Generation and Executive Appointment Setting
Key Takeaways: The typical inside sales rep makes 67 dials per day, but the average “best of breed” sales rep will make 190 dials per day. 500 leads worked for 1 month should yield 40 conversations The best follow-up or nurturing e-mails are basic text emails —three sentences, three lines long, sent at 3p.m. This […]