Companies entering their fourth quarter in a sales crisis mode can solve revenue and profit shortfalls by mining sales inquiries generated in the previous 12 months. If there is no database of these prospects, the company gets what it deserves.
Fortunately, most companies have a list of inquirers and leads, regardless of their qualification level. And most companies can sort their lead list into a group worth calling.
First Decision: whom to call?
Published by/Author: Dan McDade of PointClear
- Is BANT relevant anymore for engagement with large B2B deals?
- What are some common engagement breakdowns?
- Is there such a thing as predictability with engagement?
- If a company outsources, what should they consider specifically related to engagements?
- Isn’t buying appointments the right thing to do?
About our Guest Mari Anna Vanella
We all know the drill to fill out our online profiles in social media: Twitter, Facebook, LinkedIn, Google+, YouTube, Instagram, trade associations and directories, your bio page, email signatures.
Guest Author: Jenny Vance
Before embarking on a lead generation program, companies often believe they must have all the answers: who is the ideal customer, which market is the most ripe, what message is best.
Companies can spend months hypothesizing about the perfect calling lists, messages and strategies before launching an appointment setting campaign and making the first call.
I won’t go so far as to say that this is a waste of time; however, the law of diminishing margin returns takes effect very quickly sitting around a boardroom table hypothesizing about how the market will respond.
There is a better way: let the market provide the answers.
It’s time to start looking at your lead generation efforts differently. Lead generation is the greatest live dialog you have with prospects, and can be a powerful tool in spotting trends, honing messaging and identifying areas of market opportunity. In other words, lead generation can answer all your campaign questions without guesswork and delay.
Lead generation campaigns provide two different kinds of data that can help you refine a lead generation campaign: call center metrics and conversation level information.