Tag Archives: b2b prospecting

Why it’s better to pretend clueless when B2B prospecting

There’s nothing wrong with being knowledgeable about certain things. It’s just that, people hate it when you are overly presumptuous about what they have to say. This is why people are being more arrogant, they think they’re better and smarter. Well news flash, in this world, everyone is smarter than you apparently.

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B2B Appointment Setting Tips – Marketing Stuff a Prospect Can’t Use

This sounds like a crazy idea, if not a really bad one. Why would you commit the age-old mistake of marketing something a prospect can’t use?

Is that the recipe for ailed appointment setting strategies?

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Inbound Prospects and Desperate Princes

The movie Dracula Untold is yet another story where desperation drives a decision maker to make the hardest decisions. You might not know a decision maker faced with defending a against an advancing Turkish army, but there are many similar problems that drive them to make desperate deals.

But you know, maybe the biggest challenge is the fact that they see you as their Master Vampire.

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Clear Your IT Leads of Village Idiots

Normally, it’s always advisable to think the best of your customers. On the other hand, this shouldn’t be a reason to include the so-called ‘village idiots’ in your prospect organization.

Yes, it sounds rather obnoxious to suspect any potential client of being that stupid. But remember, sending the wrong prospect to a sales rep is more likely going to frustrate them. You don’t honestly think the village idiot is going to those qualifications now do you?

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IT Lead Generation Tips – There Are Two Sides to an Event

Kashmir Hill’s little coverage of Defcon perfectly demonstrates how business conventions and tradeshows aren’t just two-dimensional corporate gatherings. An event can quickly and easily assimilate elements that aren’t hardcore B2B. You have to consider the idea of social going beyond just professional networking. Entertainment itself can make for a lot of surprises.

As such, if your IT lead generation campaign incorporates events on any level, those aren’t possibilities that you can simply ignore. Remember, this is a context where people will have to get up and about, actively engaging all sorts of dynamic marketing content (e.g. booths, freebies, presentations, demonstrations etc). It’s not exactly cut-and-dry so here’s a quick guide to understanding how an event’s non-B2B sides can interact with your campaign: Continue reading