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Conquering telephobia – A new era in sales

Vital sales leads are being wasted every day, according to this article by Sandra Saka. Sales people simply avoid calling people they don’t know. My is estimate is at least 9 out of 10 sales people struggle with some form of telephobia. Saka asserts, “that each lead lost (due to telephobia) is especially poignant when […]

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Reaching C-Level Decision Makers

Many B2B sales people (especially in small companies) don’t have the benefits of a marketing team focused on lead generation. This article by Jill Konrath provides some hints and tips for reaching economic buyers and executive decisionmakers. Selling to Big Companies: Accessing “C”-Level Decision Makers Here’s another article by Jill Konrath,How to Find Decision-Maker’s Names

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Search Engine Optimization for lead generation

For marketers, search engine optimization (SEO) is more critical now than ever. According to a survey by analytics provider WebTrends of over 1,000 marketers, 30 percent said lead generation is their primary site objective. Web Sites: Now, Built for Leads by By Susan Kuchinskas MarketingSherpa’s Buyer’s Guide to SEO Firms~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~121 search engine optimization firms profiled […]

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How do you update contact data?

Our data represents our relationships. A recent study by the Sales and Marketing Institute showed, “70.8% of all business people change one or more elements on their business cards each year.” If you’re in a relationship-driven business, you probably know this already. So what can you do about it? How to update contact data? The […]

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Lead generation ROI depends on data quality

Don’t waste precious your lead generation budget on old databases. According to published reports, more than 20% of contact information changes annually. That’s a conservative estimate. In some cases, I’ve seen over 40% of CRM database information changes annually. For most marketers, I’ve found, data quality is an afterthought. Who can blame them? It’s boring […]

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Lead generation to sphere of influence

If your current lead generation program reaches only the decision maker, there’s no consequence for them to ignore you. Bottom line: Most of your prospects are not as concerned about your solution as they are with the relationships they have with their coworkers, superiors and subordinates. The example below shows the sphere of influence for […]

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