Yes, the Vendere Partners team is about to make analogies between cheese-making and lead qualification, scoring and nurturing. Why? We’re just kind of cheesy like that. Plus, the complexities of cheese-making, as we recently discovered after several Google searches and a somewhat awkward phone call with one team member’s extremely cheese-savvy grandmother, funnily enough, do mirror some of the steps required to qualify leads.
B2B Sales, Lead Generation and Marketing Blog
Amelia Earhart once famously said, “The most difficult thing is the decision to act. The rest is merely tenacity. The fears are paper tigers. You can do anything you decide to do. You can act to change and control your life and the procedure. The process is its own reward.”
If you’ve seen the movie, Meet the Parents, you probably identified with Greg Focker, Ben Stiller’s character, as he struggled with supplementing his wardrobe and other personal items when the airline lost his luggage. Who likes dealing with airline customer service, watching the luggage carousel go around and around and around, worrying about the potential ramifications of losing the items in your luggage for good, and then, finally, having to endure that uncomfortable moment when you have to ask to borrow PJs from your significant other’s relatives just to have something to sleep in other than the clothes you wore on the plane?
Here at Vendere Partners, we make more than 10,000 touches per day to IT professionals across the US. On a quarterly basis, we provide insights into where we are having success, solutions that are hot in the market, and areas in which there are opportunities. All information is derived through the many conversations we have on behalf of our customers (and from the results of those conversations).
Feel free to contact us if you have any questions.
You’ve seen them. They look a bit out place. It’s obvious they don’t know their way around. They tend to remain close to the people with whom they arrived. Who are they? They’re the overlooked prospects at the trade show, conference or other networking event you’re attending—the first-timers.
One of Vendere Partners' team members recently told a story about watching a video on sound waves with her three-year-old daughter. (She's not a nerd; it turned out, she was just using the video to explain to her daughter why their family listens to so much Led Zeppelin.) The video, which included a demonstration on the parts of the human ear and how they work, got the rest of the Vendere team thinking: Even though the process is pretty miraculous, on an average day, most of us probably don’t put a lot of thought into what it takes for sound waves to reach us and for our bodies to interpret them. Not dissimilarly, sales professionals don’t always consider what it takes for their marketing materials to reach the right audiences and move those audiences to act.
According to a Salesforce blog post published earlier this month, a major software recommendations company recently analyzed its visitor statistics in an effort to determine just how much interest levels drop off during the holiday season, and found that while its website traffic decreases around the holidays, it picks up again quicker than you might think.
For instance, though it decreases to -64% on Christmas Eve and to -69% on Christmas, it decreases, relative to the company’s average traffic rates, to just -17% one day after Christmas, and to just -9% two days after Christmas.
In the last century, countless scholars, educators and business professionals have sought to prove that people learn more from their failures than they do from their successes. A Harvard Business Review (HBR) article by Francesca Gino and Gary P. Pisano even poses that “success can breed failure by hindering learning at both the individual and the organizational level.” Nevertheless, few of us dare to look at our failures closely. Despite knowing that failing creates opportunities for us to learn, change, grow and improve, as human beings, most of us tend to resist acknowledging the ways in which we’ve failed.
Is developing a personal relationship with a lead as important as developing a professional one? The answer, quite simply, is no—especially when you’re dealing directly with those at the executive level.
Would softening your sales pitch help you convert more leads into customers? Are you losing customers after you win them due to a lack of transparency regarding service or product delivery issues?