Tag Archives: b2b sales

Should IT Leads Be Disqualified Based on Personal Experience?

Claiming personal experience is sort of a gamble in B2B marketing. When your sales reps justify their rejection of IT leads with so-called ‘personal experience,’ only one of two things follow.

It’s either a.) they’re bluffing. Or b.) they’re closer to a customer’s own experiences with your products and services.

Continue reading

Costs of Lead Generation are Cut Down By Skills

It’s logical to assume that the most skillful lead generators are also the least expensive. It’s a mark of their efficiency. However, what if it’s not just their skills that you can hone and harness to reduce the costs of your lead generation campaign?

Anywhere in IT, you’re expected to do more with less. You want the same with your lead generation strategies and tools. But have you ever asked yourself: Why stop here? Have you ever thought that marketing skills aren’t the only things that can cut down those costs?

Your salespeople might even have more.

Continue reading

IT Lead Generation Tips – People Are Closer to Books than Manuals

You finally got those much needed appointments from your lead generators and your ideal prospect is now sitting at that coffee shop waiting for you. But despite all your data, you’ll still be meeting with a complete stranger with little to no clue as to who they are personality-wise.

Most sales reps just stick to reading them like manuals. But in all honesty, sometimes the thinking is too much. Your brain starts to hurt after a while. So instead of reading them like a manual, why note read them like a good book?

Continue reading

Can Selfies Boost B2B Marketing Metrics?

Since 2010, selfies have only gained more widespread popularity as they go from the stuff of teens to that of marketing sensations. What started as just another form of social media sharing has now spawned other new trends from the unofficial Selfie Olympics to the recent 86th Academy Awards and even post-riot Ukraine.

And while it’s still up to companies to allow smartphones at work, using the selfie phenomenon has become the business world’s answer to showing its personal side when marketing.

Continue reading

Using Outsourced Lead Generation to Strengthen Old Ties

Getting new customers isn’t always what an outsourced company is good for. But of course, it does seem like a natural fit. You’re targeting a new market. You don’t know anything about them. The unexpected overhead could drive you nuts. You’ll at least lose a lot less in a marketing effort your business has not personally invested in.

Still, why not keep it cheap that way? You could even stand to gain more if you had an outsourced company target your current/past customers.

It’s an age-old rule of thumb in business: never neglect your current customers in favor of new ones. You’ll stand to lose more sales and revenue that way.

Still, does it feel wrong to use cheaper outsourcing to strengthen a business relationship? Wouldn’t that be like buying one’s lover the same, cheap Valentine’s Day card even though you’ve been together for years now?

Continue reading