In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Oracle. Marketo. HubSpot. HP. Salesforce.com. Just to name a few. Very […]Continue reading
Cold calling and interruption marketing no longer work, so how should Sales approach prospects throughout the buying cycle?
In this post, learn why nurturing prospects and providing content that addresses their needs and concerns builds trust and gets your customers to come to you when they are ready to buy.Continue reading
Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. But when it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety those potential leads may have are key to a campaign’s success.
Read on to learn more about how you can use testing and optimization principles to aid your teleprospecting efforts.Continue reading
For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. But what about teleprospecting? Chances are, some of your call centers are already testing informally to figure out how to resonate with customers. Read on for six essentials for testing your teleprospecting that you can use aid your marketing efforts.Continue reading
When I first started making test calls with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective strategy, and was generally unprepared. After about 900 calls, my results were disappointing — I only had one lead! Since […]Continue reading
B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell. How do you do that? By sending them only qualified leads. Most leads aren’t qualified Leads are only qualified when they fit your […]Continue reading
When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]Continue reading
You could be racing the finest Formula One car, but if you’re always steering in the wrong direction, even a horse and buggy will beat you to the finish line. So it is with marketing. Too many marketers think they can lead the pack by leveraging the hottest channels, software and platforms. But these tools, […]Continue reading
As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our publications, and want more information about how MECLABS can help grow their business. So every day we hear about the challenges they’re facing. One issue […]Continue reading