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Sales Generation
B2B Lead Generation – Is It Just a Numbers Game?
In a short answer to the above question I strongly believe that B2B lead generation is not just a numbers game but I really don’t know how many people believe me. I was reading the excellent 2013 B2B Lead Generation Trends by Holger Schulze http://www.slideshare.net/hschulze/b2-b-lead-generation-report-2013 and there were a few statistics that surprised me. Over .. read more
Mar
What is short list marketing
Short list marketing is very simply; marketing to your prospects to ensure you get on to their long and ultimately short list for when they have a project. For many B2B organisations getting on to their prospects short list is absolutely critical in order to win any new business. I’ve always said I don’t mind .. read more
May
What is B2B Lead Generation?
This may seem like a very obvious question but I was on a well known social media site for businesses recently when there was a post saying “I am looking for a B2B lead generation company to help us get new sales leads.” It wasn’t long ago that this would have prompted telemarketing, data companies .. read more
Jan
Does email have a place in B2B lead generation
In short the answer is yes, definitely. But like any form of B2B lead generation, you need to use email well to get the best results. So often I hear that email marketing is dead, a waste of time or doesn’t deliver results. The reality is that if you use email well you will get .. read more
Jan
Lead Generation Tip – Be responsive
Whenever I speak at seminars or conference one of the first things that businesses ask about is how to generate more sales leads or get better ROI from their B2B lead generation. This is what we do as a company, we help people generate more sales, but I have been on the other end recently .. read more
Oct
B2B Lead Generation Tip – Coaching
There have been a lot of early mornings for me recently to watch the rugby world cup games. As i’ve been watching it recently i’ve tried to think how we as B2B lead generation professionals can learn for these very successful teams. One thing that amazes me is just how many different coaches and trainers .. read more
Oct
B2B lead generation tip – Are you selling what your market wants
Your B2B lead generation, marketing and sales functions can tell you a great amount about your market place; if you listen. As a business owner or manager we often think we know what the market wants, but how often do we actually analyse that, and how often do we listen to the market. If you .. read more
Sep
Telemarketing Tip – The dreaded voicemail
For many B2B telemarketers voicemail is a common encounter during an average day. Should you leave a message? what should you say? should you follow it up? etc. etc. I have been away recently and when I got back to the office I had a number of voicemail messages. When I played them there were .. read more
Sep
Lead Generation Tip of the Week – It’s just a chat in the pub
Lead generation in whatever form is all about communicating with your audiance, engaging them, finding out information and letting your target market know that you understand their requirements, difficulties and their business issues. You also have to let them know that you can use your knowledge to bring real business benefits. I always liken lead .. read more
Aug
Lead Generation Tip of the Week – When Not to Communicate
I ran a lead generation training course recently and had various sales people, sales managers, marketing managers and telemarketers on the course. We got on to the subject of when you shouldn’t contact people, and according to different “studies” you shouldn’t contact people on: Monday morning Friday afternoon Any time before 10 am Any time .. read more
Jun
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