Business-to-business lead generation is an art. One of the best ways to ensure a steady stream of quality leads is to focus on targeting people closely matching your Ideal Customer Profile. Ideal Customer Profiles are a description of your perfect customer. How old are they? Are they male or female? What’s their income and family […]
Ideal Customer Profiles bring innumerable benefits to your business decisions and marketing team. A well-crafted and refined Ideal Customer Profile also helps ensure a steady stream of qualified leads funneling right into your sales department.
You can’t improve what you can’t measure. Measuring the wrong metrics of your outbound lead generation is nearly as bad as measuring nothing at all.
One of the things about going to sales conferences is you hear a lot of people promoting their products or services about acquiring prospects and leads, faster, easier, and with less hassle.
I read a lot of business sites and blogs and there is a new trend that’s been popping up the last few months that is irritating beyond measure. While I assume this is supposed to be something silly or a joke, I think the site designers forget that 80% of what you say is lost […]
B2B Lead generation takes time away from your sales team. Having a sales support team where one of the primary responsibilities is outbound lead generation is one of the most efficient ways to generate leads and provide a reliable income stream for your business. When you go to build your team or if you decide […]
Many methods of thought in the sales world argue that treating all leads as if they were buyers falls into the law of large numbers. If you go through enough leads a certain percentage will buy. Therefore, you need to power through as many as possible.
Your salespeople can only work so many hours in a day. Following up every lead, while potentially profitable, takes time. So your team is left with the question of, how do I make the most of the time available?
The buying/selling process is usually not as straightforward as we would like as salespeople. People can be fickle in their own way, so finding out what they truly want can be tricky, but that is why we ask questions.
How do you know when your opportunities seize being just that (opportunities) and instead become a qualified lead? How does your company define a “qualified lead” in the first place?
