B2B Sales, Lead Generation and Marketing Blog

Nine Clues a Prospective Lead Generation Partner Isn’t Right for You

Posted by Vendere Team on Thu, Jun 28, 2012 @ 08:06 AM

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.

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Topics: prospect lists, lead generation, appointment setting, telemarketing, events

A Defense of the B2B Cold Call

Posted by Vendere Team on Tue, Feb 14, 2012 @ 10:02 AM

A cold call is an unrequested personal contact made by phone or in person by someone in a sales role to someone in a decision-making role.  This contact is made with the intention of discovering the potential for establishing a business relationship.
That doesn’t sound so bad, does it?

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Topics: prospect lists, lead generation, sales, cold calling

6 Reasons Lead Scoring Should be a Top Priority

Posted by Vendere Team on Thu, Jan 5, 2012 @ 09:01 AM

Have you ever had leads that didn't go anywhere? They just sat there taking up space, time and resources. Sound familiar? Lead scoring can help change that.

Lead scoring is a marketing and sales management technique which identifies hot leads, funneling them into sales for conversion, and identifies warm or cold leads, sidelining them for nurturing. Sales lead scoring involves assigning points to leads based on pre-defined criteria.

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Topics: prospect lists, sales, lead nurturing, sales and marketing alignment, demand generation, qualified leads, management consulting

7 Reasons to Outsource Your Appointment Setting Tasks

Posted by Vendere Team on Tue, Nov 22, 2011 @ 08:11 AM

At home, when your bed is floating away on a river of water, you call a plumber. When a tree in your yard falls on your neighbor's car, you call an attorney. The point is that you call a specialist.

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Topics: prospect lists, lead generation, appointment setting, qualified leads

Qualified Appointment Setting (part 2)

Posted by Vendere Team on Thu, Nov 3, 2011 @ 10:11 AM

As discussed in last week’s article, there are four important parts to setting a great qualified appointment.  To review, the first step with this type of lead generation call is simply to qualify the prospect.  This means to have confidence that the prospect has sufficient interest and means to be a viable customer and they are a general fit for the solution. When this is determined, a sales person can go on to generate interest in the specific solution and the company being represented.  This step requires the enthusiastic communication of important differentiators, making a strong value proposition, and having a positive attitude.  Today we will review the last two parts: how to establish the appointment and set expectations for the appointment.

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Topics: prospect lists, lead generation, appointment setting, sales, qualified leads, tips and techniques

Qualified Appointment Setting: The Key to the City

Posted by Vendere Team on Fri, Oct 28, 2011 @ 09:10 AM

One of the most valuable resources for any business is undoubtedly the ability to generate sales opportunities through qualified appointment setting. This simply means that a sales representative in an organization has the opportunity to meet with a prospect who has the interest, motivation/need, and resources to invest in a product or service offered by his/her organization. The purpose of this article is to provide a closer look at the core components of successful appointment-setting and give some inside perspective on this important topic.

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Topics: prospect lists, lead generation, appointment setting, sales, cold calling, management consulting

Quality vs Quantity in B2B Lead Generation

Posted by Vendere Team on Wed, Oct 5, 2011 @ 09:10 AM

I’m not familiar with any companies that have too many qualified sales leads or would not like to have a higher level of qualification for leads. 

Naturally, every B2B sales force is looking to continue improving in both areas.  Whether your form of B2B lead generation is appointment setting or event marketing, the quality vs. quantity question will always come into play. 

Question: which approach is going to produce the best impact on your company revenue and what factors will help determine the best path for lead generation?

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Topics: prospect lists, lead generation, appointment setting, sales, lead nurturing, qualified leads, tips and techniques

How Does Your Lead Generation Funnel Flow?

Posted by Vendere Team on Tue, Jul 26, 2011 @ 09:07 AM

A business lives and dies by its sales funnel and lead generation efforts. Without a funnel or lead generation you do not have any potential prospects, sales, customers, let alone repeat business. It is the sales funnel that generates, when done correctly, quality leads for the sales team.

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Topics: prospect lists, lead generation, appointment setting, sales, management consulting, tips and techniques

Lead Generation: From a Shotgun to a Rifle Approach

Posted by Vendere Team on Thu, Jul 7, 2011 @ 13:07 PM

Like using a shotgun, if companies wanted to generate leads for their sales representatives we would put an advertisement in the paper or phone book for a maximum spread shot.

Then came television and companies spent millions of dollars on advertising based upon research identifying what shows your targeted prospects watched. We used a larger shotgun.

When the PC first became as a common tool for communication we used email blasts and put advertisements on webpages that their prospects were thought to look at. Similar to using shotgun ammo with a tighter spread.  As companies focus their lead generation and lead nurturing efforts from quantity to quality, the change in focus requires companies to think before they leap, similar to taking a rifle and taking careful aim at a target.

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Topics: prospect lists, lead generation, email campaign, management consulting, tips and techniques

5 Key Sales Strategies to Close Targeted Prospects

Posted by Sean O'Neil on Tue, Jun 7, 2011 @ 13:06 PM

In my early education years as a sales executive, we were taught the following strategies through Target Account Selling or T.A.S. (Visit www.thetasgroup.com for more information on their methodologies). I highly recommend evaluating their process for your own sales efforts. Below are 5 key sales strategies we still use and most others leverage subconsciously.

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Topics: prospect lists, lead generation, sales, management consulting, tips and techniques

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