Lead acquisition is an essential aspect of your sales and marketing strategy. But it can often feel like an uphill battle trying to generate new leads, especially during the slow summer months when your pool of leads seems to slowly dwindle away.Read More
B2B Sales, Lead Generation and Marketing Blog
B2B is notorious for having long, drawn out sales cycles. One of the main reasons for this is the higher commitment B2B customers make to companies that sell to them than the typical B2C consumer. But the excuses surrounding the long sales process often hinder sales improvements.
Stop making excuses and take control of your B2B sales process by shortening your sales cycle with these 7 steps:Read More
So, you’ve followed all of the online guides you could download about learning how to brings leads to your site, but now what? The next step is turning those leads into actual customers. Follow just a few simple steps and you’ll be turning leads into clients in no time!Read More
When it comes to sales cycles in the technology industry they tend to be a great deal longer than other industries due to the larger financial and time commitment expected from the buyer. Simply getting all parties involved in the decision to agree can consume a great deal of your sales person’s time.Read More
When it comes down to it, almost all companies are looking for ways to cut their spending. And technology companies are definitely no exception.
The big problem for marketing is how to cut your company’s cost per lead, without sacrificing the quality of those leads. Many companies spend far too much on leads, and are practically forced to make a sale in order to cover the initial cost of acquiring that lead. This is an extremely destructive practice, and one that should in no case be true.Read More
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
Does your company have a clearly defined plan of action for ensuring that your strongest prospects are your top priority? Or are you missing out on quality leads, because you are treating all your prospects as equals?
Our infographic explains why and how you should be grading your prospects to obtain optimal sales results, and gain that extra edge against the competition.Read More
There are several benefits to using a sales script when making cold calls. Using a sales
script ensures that you keep your message consistent. If you say something different to each prospect at the first touch, you run the risk of repeating yourself later on or going off an a tangent that takes you away from the real purpose of your call. A well-rehearsed script can also make you sound and feel competent and professional, and help your conversations maintain a sensible flow.
A major challenge that emerging and even established technology companies face when it comes to selling and marketing their products is developing messaging that speaks directly to purchasers without giving away too much or offering too little information.
You can be doing all of the right things to generate leads: publishing articles and case studies, making regular blog posts, launching regular e-mail marketing campaigns, capturing visitor data submitted through your website’s online forms, participating in sales events, engaging in SEO, and taking full advantage of social media, but if you’re not managing your leads properly once you’ve generated them, the results you’re getting are probably only slightly better than those you could get by searching your local phonebook.