Tag Archives: it lead generation

Your Sales Leads Have Value, Whether They’re Digital Or Not

Information inspires action. If you want a live demonstration, look at a 3D printer. The technology and its applications are all relatively young. But despite that, the promises it’s been making range from cheap parts manufacturing to actual body parts.

Then again, this same analogy can still apply to its ancestor: The paper printer as well as all the way to the very first printing press during the Middle Ages.

Because for all they’re worth, a printer is just really a block of metal parts. It takes information to guide it. Likewise, your sales leads dictate the real actions of real salespeople regardless if the lead source was digital or in print.

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Targeted Sales Lead Generation – Your Own Monster Menagerie

The basic idea of targeted sales lead generation seems simple enough. You specify a particular persona as the one most likely to be your client.

However, to really appreciate the concept, think of it like the menagerie of monsters you usually see when it’s nearly time for Halloween.

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IT Lead Generation and Cultural Context

One should never underestimate the depths of cultural context when it comes to a B2B buying decision. You might very well understand the importance of putting the prospect’s perspective first in your lead generation strategy.

However, that’s never complete unless you check the cultural context of their decisions. It forms part of the decision maker’s psychology as well as the business culture of their entire organization.

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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.

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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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