Tag Archives: lead generation services

Targeted Lead Generation and the Battle of Black Friday

There’s no question that that Black Friday sounds like a real battle. (Does it help that some people would rather go on Cyber Monday?) And if not a battle, it’s certainly an obstacle course worthy of the word.

But you know, it’s not really the crowds you’ll brawling over the bargain bin that’s to worry about it. It’s the idea that you can’t just take whatever’s on sale. You have to pick out just the right stuff to make the right presents for the right people!

Isn’t that what targeted lead generation is all about?

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Telemarketing Tips – How Long Does ‘No,’ Mean No?

A standard telemarketing routine is to mark of a business contact off your list once they’ve explicitly desired no further business with your company. It’s painful but it just happens.

A good question to ask yourself though is, will that “no” stay “no” for just about forever?

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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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