Category Archives: B2B Sales

How Armed Are Your Lead Generators?

You might think the title is suggesting something crazy but don’t be fooled. Today, everyone is a combatant. You might not see it as you’re sitting there in the comfort of either corner office or cubicle but there is definitely a battle going on.

Because really, you’d be lying to yourself if you think the internet can’t be a very dangerous place for lead generators.

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Generating Sales Leads from a Halftime Niche

For serious sports fan, things like half-time shows and ad spots are nothing more than the necessary evils meant to finance their love for a game. But you know, they’re really not the only ones in the audience. It’s not like everyone’s a big fan of the fans either.

But when things like a mom’s favorite afternoon soap or a kid’s regular cartoon gets disrupted by the big ‘ol Superbowl, they really don’t have much of a say compared to the majority of the sporting fanbase. (No offense to all the football fans out there.)

Fortunately, that’s where the second purpose of these little sideshows comes in. They have become what you might call the halftime niche.

What’s more incredible though is that this same niche could include your own target market of business decision makers.

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Lead Generation Tips – Penalties VS Pitches

When you think lead generation, you immediately think sales pitches. That’s not to say this is accurate. (It’s obviously a bad idea to get all pitch-ey on just first contact.) Many a marketer thinks that there ought to be an alternative to this overused, overdone, and overly clichéd approach to attracting sales prospects.

Among the many out there however, it’s not advisable to consider the penalty. At first, it sounds obviously. The word has so many negative connotations. Why would you threaten penalties against refusals to buy? There shouldn’t be any elaboration necessary!

In reality however, there is. Sometimes businesses opt for penalties without even realize that this the tactic they’re going for instead of the slick yet otherwise harmless sales pitch.

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Can Lead Generators Help Insiders Out of their Cliques?

For many lead generators, getting a prospect that is loved by the sales rep is already a noble pursuit. Compatibility between prospect and representative seem to be the decisive factor between a smooth, successful sales process and a department that’s viciously torn in two.

On the other hand, are the same lead generators really making a difference when they’re constantly called match like with like? Are different organizations completely defined by the common interests of just the salesperson in one and the single decision maker in the other?

What if they’re both just in the same comfort zone and aren’t really helping either organization as a whole?

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IT Leads and the Power of Demand on Price

It’s accepted as a common economic fact: demand is what ultimately determines the price of things. Oddly enough, this is not just a reality you’ll learn to appreciate in an elementary, highschool, or even a college classroom. It’s something everyone is bound to realize.

Therefore, if you’re still trying to generate IT leads via constant pricing wars, your expertise could very well be behind everyone else’s!

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