Lead Generation Marketing

Bad Lead Generation Tips From Good Colleagues: Gone Wrong

Business Development, Lead generation, Lead Generation Marketing, ,

DID YOU HEARSource: b2c.com
It happens in nearly every business field, and the lead generation industry is no exception: Well-meaning colleagues end up giving you bad advice on the best approach for your B2B lead generation and appointment setting.

These mistaken suggestions are where ideas from other people, goes wrong. Sometimes, you just need to listen to an authority within the sales and lead generation industry rather than just your colleagues who have only dipped their toes in the waters of outsourced sales and lead management.

Here are five pieces of advice you need to stop listening to regarding outsourced sales support and lead generation tips:

Bad Tip #1: You Need Experts With In-Depth Product Knowledge

Whether you’re in software sales or any other specific B2B service industry, your lead generation personnel don’t have to be experts on your specific product. Your product experts should be saved for closing the sale and for long-term customer service – not for cold calling and initial appointment setting.

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Six Email Marketing Metrics You Should Be Measuring

Business Development, Lead generation, Lead Generation Marketing, ,

SOS Email Marketing: One of Our Core Competencies

Email opens and clicks don’t tell you the reasons behind email marketing performance and how you can improve it.

Just about every marketer checks their email opens, clicks, and conversions. You don’t have to look far to find them in most email marketing software. Though these numbers have value, they only tell you so much.

Opens, clicks, and conversions are high-level success indicators. They’re useful to benchmark performance from campaign to campaign. The problem is, they tend to obscure the more important question: What are the reasons behind this performance (and how can we improve)? Continue reading →

Why Your Sales Team is Not Generating Enough Sales Leads

Business Development, Lead generation, Lead Generation Marketing,

SOS Business Development ConsultingGenerating sales leads is part and parcel of a sales representative’s core responsibilities, but what happens if your sales team is not generating enough leads?
Even if all leads are followed up on and a high percentage of those leads are closed, eventually a lack of sales leads will restrict the sales funnel and result in fewer sales at the close of the sales pipeline. If your sales team is not generating enough sales leads, look to the following common causes to find a solution.

Article Executive Summary
1. Develop a vast variety of sales lead channels
2. Focus on developing “inbound” leads, leads that come to you from internet
marketing sources
3. Engage with your better quality leads more effectively with research, marketing support
4. Do a better job to qualify your leads before spending too much time on them
5. Know the difference between “sales” and “marketing” and how they
should interact effectively

1. A Greater Variety of Lead Channels Supports More Sales Leads
Sales reps often like to use what is comfortable, but that may mean that sales leads are restricted by a limited number of lead channels if sales reps have not become comfortable navigating between a variety of source channels. In an interconnected world using integrated lead sources across different platforms is crucial to finding qualified leads. Help your sales reps find more leads by encouraging them to move towards a multi-channel model of lead generation that uses complimentary technology. Give consideration to direct mail, trade shows, email marketing, telemarketing blogs, social media, paid search, traditional advertising, specific Web site searches, Industry directories, targeted rental lists, and reviewing the news.

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Four Tips to Create a Solid Lead Generation Strategy

Business Development, Lead generation, Lead Generation Marketing, ,

engage-blackSource: Business2community.com

The landscape of lead generation is in a constant state of evolution, and the speed in which it changes continues to pick up the pace. Several ‘new and popular’ strategies that were once believed to be the most effective are getting pushed to the back burner: many of them having come about within the last five years.

For instance, it was once thought that having a heavy social media presence was the golden goose of lead generation, but, research is now showing astoundingly bleak results for this particular method in 2014.

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