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Lead Generation

4 B2B Sales and Marketing Trends You Need to Watch in 2016
We’re still in the opening weeks of a new year, wondering how it will unfold. Soothsayers abound, and it is time I added my thoughts to the melting pot of predictions. Based on what I see in the world of sales and marketing, here are four trends you can hang your hat on. The Shift from Field to Inside Sales The inside sales train has left the station, and there’s no stopping it now. Companies are shifting the makeup of their sales forces as they discover that face-to-face meetings with salespeople are not as important to B2B sales processes as they used to be. Several factors are fueling this trend. Buyers no longer need as much education from salespeople. They’re happy to do their research online at their own pace. On the Internet, they can find white papers, e-books, blog posts and more produced by the companies that want to…

5 Mistakes You Need to Avoid When Marketing IT Solutions

Written by Wednesday, 25 November 2015 00:00
5 Mistakes You Need to Avoid When Marketing IT Solutions
No one said that tech marketing was easy. After all, you’re trying to reach IT leaders — some of the busiest people on the earth. Not only that, other companies are hot on their trails too. Naturally, they’re seeking cover, doing everything they can to avoid vendors and stay focused on their never-ending to-do’s. Given the challenges of reaching your target audience, you need to have your marketing and sales ducks in a row. Where are marketers going wrong?

How to Critique Recorded B2B Telemarketing Calls

Written by Wednesday, 22 April 2015 00:00
How to Critique Recorded B2B Telemarketing Calls
When you’re managing business-to-business telemarketing representatives, you can record their conversations and use them as learning opportunities. If one agent is particularly productive, you can listen to recordings of her phone calls to determine what sets her apart from the others. Also, if another is having difficulty meeting their goals, you can re-live their conversations and learn where they go off track. Before doing anything, however, become aware oflocal and federal laws related to recording calls and ensure that you abide by them. What to Listen For When you’re listening to recordings to find out why some representatives are successful and others struggle, pay attention to these areas.

The 12 Days of B2B Lead Generation

Written by Wednesday, 03 December 2014 00:00
The 12 Days of B2B Lead Generation
Get ready for the holidays with the 12 days of B2B lead generation. Give yourself the gift of qualified leads and more sales. On the First Day of Lead Gen Marketing Made for Sales A Database of Suspects Start the season with a database of suspects, people who meet your basic criteria to become clients, but are not yet qualified. Clean it up—eliminate duplicate names and update and append the data. On the Second Day of Lead Gen Marketing Made for Sales Two B2B Segments Look at your historical activities and decide how to group suspects so you can approach them with a set of tailored marketing tactics. Segment by industry, geography, company size, role, department or any other easily defined criterion…whatever is most likely to yield results. The Third Day of Lead Gen Marketing Made for Sales Three Engaging Pieces Provide content that engages and educates your suspects who…
5 B2B Cold Calling Tips That Achieve Sales Results
“Success is where preparation and opportunity meet,” said Bobby Unser, who is one of the ten drivers to win the Indianapolis 500 three or more times. His words not only apply to finishing first on a racetrack, but also to sales people who strive for first-place results in cold calling. So, how do you prepare for success? Start with these cold calling tips. 5 Cold Calling Tips Pinpoint Your Customer Profile You need to ensure you understand clearly your targeted customers’ profile—who they are, the markets they participate in and the issues they are likely to be facing. Why? First, it enables you to laser-target the people with whom you’re most likely to be successful and, thus, boost win rates and shorten sales cycles. Second, by gaining a full understanding of the challenges they are facing, and how your company can help them, you’ll be able to show empathy and…
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