From selling Microsoft solutions to managing Vendere Partners, we have had the opportunity of trying, failing and succeeding with B2B appointment setting campaigns many times. Based on our experience, the following are the top things we consider when starting a new campaign for a new customer.
B2B Sales, Lead Generation and Marketing Blog
The information technology industry is one of the top industries that benefit from appointment setting, mostly because it relies so heavily on building a relationship of trust with potential clients. But trust is not born overnight. It requires time, patience, and a whole lot of communication. But none of these things can be accomplished without first getting your foot in the door.Read More
The B2B landscape is changing, and it’s changing fast. Historically, B2B companies have not had to be as cognizant of pricing changes as B2C companies. Today, because B2B consumers are becoming as quick to purchase online as B2C customers, B2B product and service providers have to become as Internet-savvy as their B2C brothers and sisters when it comes to online sales.
The fact is that more B2B buyers are researching and purchasing online than ever before. They’re shopping online for the best products and services at the best prices. Manufacturers, distributors and suppliers, in particular, are doing more B2B direct sales as a result of upping online purchasing power.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.
When a prospect presents a barrier to a sale, such as a problem, objection or flat-out no, how do you react?
Do you try to prove that the problem isn’t a problem? Do you try to convince them that there are flaws in their objections? Do you reinvent your pitch and hope that presenting things in a different way will turn the prospect’s no into a yes? Do you simply end the call?
Are your costs of doing business too high? One great way to control costs within your organization is by training employees in every department in a similar manner.
It’s no secret that whether you’re having a conversation with a prospect or creating sales and marketing collateral, the tone you use matters. Use the right tone, and you can successfully build your brand, promote your offerings and win more sales. Use the wrong tone, and you run the risk of diluting your brand, causing confusion and losing sales.
Suffering from "sales-itis?" It's the condition that all sales professionals suffer from at some point during the summer months. Symptoms include longings for unscheduled vacations, more sales with less work, footwear other than close-toed dress shoes, and frozen drinks to replace bad coffee and dry creamer.
You may understand the benefits of transitioning to a new technology or system, but chances are many of your prospects do not. You can make statements like, “You will experience virtually no downtime,” or, “The cost-savings you will achieve will be worth the initial implementation costs,” or, “Your information will be kept secure,” but if prospects don’t exit your conversation with at least a basic understanding of how downtime will be prevented, how cost-savings will be achieved, and how their information will be kept secure, they will exit having to base their purchasing decision on how much they believe and trust you and your organization rather than on solid facts.
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.”