Tag Archives: it sales leads

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!

Continue reading

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.

Continue reading

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.

Continue reading

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.

Continue reading

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