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The Best B2B Appointment Setting Technique…Ever
We hear so much these days about the customer-driven buyer’s journey and that more than half of the sales cycle occurs without prospective customers contacting a sales representative. The new buyer’s journey puts ever-increasing pressure on marketing departments to handle the pre-sales process. Although marketing technology, with its lead scoring, data integration, and automated content delivery tools, can help marketers respond quickly to inquiries online and deliver targeted content, it’s often not enough. That’s why the best marketers still match high tech with the human touch—especially when their product line is complex, and the sales cycle is long. It’s not enough to capture a lead, follow up, pass the lead to sales, and hope for the business. You need to turn requests into qualified leads and ideally sales-enabled leads. Marketing’s job is to get salespeople in front of prospective customers. And one of the best ways to do that is…
Quick Tips for Conquering the B2B Inside Sales Training Gap
What’s Causing the B2B Inside Sales Training Problem? Last September, the AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, released their 2014 Inside Sales Top Challenges. And they discovered that the number one challenge sales leaders are facing today is training inside sales people to perform well. In fact, many sales organizations complain about a high turnover of inside sales representatives as they don’t manage to bring them to the performance levels they expect in the calculated timeframes. Why is training such a hot issue? A 2013 study by InsideSales.com reports inside sales is growing 300% faster than field sales. This trend is expected to continue. That’s because inside sales: · cuts costs · is accepted by customers who have become comfortable learning about companies remotely via websites, social media, content downloads such as e-books and white papers, email and phone calls In fact, many…

New Year’s Resolutions for B2B Lead Generation

Written by Bob Davies Wednesday, 28 January 2015 00:00
New Year’s Resolutions for B2B Lead Generation
Here are a few B2B lead generation New Year’s resolutions that will get you off on the right foot for 2015.

Turn Leads into Qualified Leads - How to Rock Sales Development in 2015

Written by Jeff Kalter Wednesday, 21 January 2015 00:00
Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. It’s that gap between the two disciplines where leads are lost either because marketing doesn’t qualify them or sales doesn’t follow up on them. Conveniently, marketing points the finger at sales and sales points the finger at marketing. If only there was a group in between marketing and sales that could take marketing leads and transform them into qualified sales opportunities. That’s what a sales lead management team does via the phone, email, and more. And a Forrester Research study says that businesses which put a priority on lead qualification and nurturing have 50 percent more sales-ready prospects and reduce their cost-per-lead by 33%. It seems like this missing link…
Outsourcing B2B Telemarketing? - How to Calculate the ROI
You've decided it's time to use the power of the human touch and connect one-on-one with your prospects and customers. You're ready to nurture and qualify leads more effectively and maximize the use of your sales team's time. Ad Hoc Internal In-House Telemarketing Proves Ineffective Perhaps you've previously done some informal telemarketing. You've asked a few administrative assistants to make calls on an as-needed basis. However, this option may not have worked for you because you were not able to put the correct systems, training, people and processes in place. It ended up being expensive, time-consuming and ineffective. The Inside Sales vs. Outsourced Telemarketing Question So, now you're making a choice between setting up an inside sales function or outsourcing the task to a professional B2B telemarketing organization. Intuitively, it may seem like it would cost less to tackle telemarketing tasks at your company. However, you want to see the…

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