Have you ever called a lead up, only to find that they haven’t worked with that company or in that department for months? Have you ever sent a marketing email out to your list, and received so many hard bounces it makes your head spin? What about addressing the lead by the completely wrong first name?Read More
B2B Sales, Lead Generation and Marketing Blog
74 percent of marketers believe email produces or will produce ROI in the future. That number explains why organizations spend precious time and resources writing and designing attractive emails designed for a lead generation email nurture campaign.
But when your list starts dwindling with each message you send, it’s time to take a look at how to encourage subscribers to stay.Read More
Your sales pipeline is your organization’s path to the future. When it gets blocked with irrelevant or unqualified prospects and leads, your path to the future becomes uncertain. Productivity decreases along with revenue, and your ability to maintain daily operations comes into question.
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.
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?
“May I speak to the person in charge of your company’s . . .?” Every front desk person responsible for fielding a company’s calls has heard this type of opening more than once. It doesn’t take long for fielders of these calls to realize that not only do such callers not know the person they’re calling, but that they have no clue as to whether or not the unnamed person they’re trying to reach might have any interest in what it is they have to say. Fielders of these types of cold calls also quickly learn that if they make arduous attempts to connect these cold-callers to the appropriate unnamed person within their organization, the unnamed person is going to resent it, big time. As a result, front desk professionals who want to keep their jobs learn to drop, put on permanent hold, or send uninformed cold-callers directly to voice-mail, where they can easily be ignored and dismissed.
In the scenario described above, cold calling isn’t the problem. The problem, in addition to the need for having a much better opening than, “May I speak to the person in charge of your company’s . . .?” is that the cold-caller is not using a formidable list of prospects or leads.
Unless you know what to watch out for, it can be difficult to determine quality B2B lead generation
companies from those that are in it to make a quick buck. One easy-to-spot, telltale sign that your prospective lead generation company may not be able to cut the mustard is the absence of a proprietary database.
Most sales and marketing professionals consider press releases outbound marketing tools. They equate them with advertising, direct mail, and other forms of outbound marketing.
When you have a national or global organization, it can not only be impractical to gather key personnel and partners together to learn about your new products, processes, or systems, but impossible.
Lead generation isn’t just an effective way to acquire new customers; for many companies, it’s the only way to acquire new customers.
You can only rely on your existing contacts and referrals for so long; eventually, you have to engage in hard-core lead generation if you want to build your business at a rate that is competitive and meets the demands of your market.