It’s not really a chicken or egg question. Problems will generally come first before their solutions. And in industries where solutions requires a lot of tech, this is something often ignored in their lead generation strategies.
A couple years ago, there were some who feared that the rise of online marketing and its respective technologies would bring an end to a lot of appointment setting practices. The picture being painted was that of professionals rejoicing. Meanwhile B2B telemarketers and direct mail lead generators are sadly hanging their hats in the face of their supposed empowerment. Technology, it seems, has now added a firewall to push their gradual elimination from the sales process.
In reality though, those same disheartened professionals could actually stand to gain more from these improvements. Appointment setting could actually be a whole lot easier because technology has found a way to cut out all the red tape.
While everyone’s still having a blast at the beach, watching summer blockbusters, and spending time with the kids, it never hurts to prepare for what comes after.
For kids, it’s back to school. For you and your B2B marketers, it might very well be the same thing!
Every B2B organization has at least one valuable source for new leads. It can be networking, the internet, e-mail, direct marketing, or even all of them combined.
Despite that, you should never ignore the possibility of another untapped resource standing right outside the door, just waiting to be integrated into your greater marketing strategy.
We all would like to tap into the next most valuable source of sales leads one way or another.
Don’t a rush to blast calls or emails though. There’s no point reaching out to so many different channels if you only wind up repeating yourself to the same prospect.