Lead nurturing supports the conversation with the customer before, during and after their buying process.
In today’s fast-paced competitive environment, it’s very important for B2B businesses to understand that leads are the lifeline of a B2B company. And it’s their obligation to nurture each and every lead, through careful listening, building trust and strengthening the relationships.
Being gracious may not open doors. If you are not gracious, you are sure to close the doors forever. – #DemandGeneration Tweet Book
Since our childhood days, we had been learning lessons on being polite and gracious with everyone to ensure better relationships. But then, we entered the cold business world and everything changed. We learnt graciousness is the least appreciated emotion in the business world. People were cold around us and thousands of business gurus insisted that the key to success is to be insistent and assertive. As a result, we turned equally inimical.
You start winning the battle when you start winning your prospects’ mindshare. – #DemandGeneration Tweet Book
Many brand owners often talk about market share and deem it as the most important factor in measuring the success of their organization. If you are one of them, chances are you are planning for your brand’s short-term profits and not taking into account the factors that would ensure long-term success and positive brand positioning, which is measured through mindshare.
If you don’t have a compelling story to address a real pain point, there is no point in spending money on demand generation. – #DemandGeneration Tweet Book
One approach that doesn’t go wrong in generating leads and making people sit and take notice is telling them ‘why’ is the product built, packaged, and is intended to be sold. When people get to know what problems of theirs the product will be solving, only then will their emotions get triggered, making them more interested in the offering.
It is not about how many calls you make. It is about how well you prepare before every call you make. – #DemandGeneration Tweet Book
Ringing up complete strangers who are key decision-makers and convincing them to set up an appointment is no easy task. While picking up the phone and starting the conversation might sound dreadful; turning cold calls into actual sales calls is both terrifying and exciting. It needs confidence, intense knowledge and skills, and an undying spirit even on hearing the intimidated ‘no’.
Find out what matters to your prospects, where they’re hanging out, and how your competitors are engaging with them. – #DemandGeneration Tweet Book
Sales and marketing efforts today are so much dependent on social-media web that it is difficult to comprehend how business was done twenty years ago. We now have umpteen opportunities to peep into our prospects’ lives to know about their interests and also track our competitors’ activities to see how they are engaging in emerging markets, thanks to social media.
The world of cold calling is traditionally known to be as awful as it sounds: bleak, monotonous, and prone to misery. But like the cold we endure through winter, it is a phase we must all go through before the joys of summer, where our surroundings are warm, inviting, and bountiful.
Cold calling doesn’t have to be just that. Through employing a variety of techniques, each phone call can see greater success in moving forward in the sales process.
Many see cold calling as a massively repetitive process that only occasionally elicits a response. Through tweaking call efforts, the process can be broken down in a way that yields positive results.
Each day, many of us are accustomed to receiving an influx of emails that are nearly impossible to get through. Work‐relevant and time‐sensitive emails may be touched on with some immediacy, while other messages go straight to the garbage bin. Why would your prospects experiences be any different?
There are a variety of methodologies used to entice people to open emails. Unfortunately, many of these methodologies are simply click‐bait that is becoming easier to recognize and ignore. So how do you avoid it?
The answer is simple: personalization. Read More
Cold calling isn’t easy. It requires fierce determination, confidence in the face of rejection, and expertise on the product and the customer. In fact, 42% of sales reps feel they do not have the right information before making a call (CSO Insights).However, by investing in the skills and knowledge development of your sales team, you can ensure that they will land accounts that will help your company grow.
Before pursuing sales prospects, the most important focus should be to thoroughly research the company or industry with which you wish to engage. If you’re trying to sell to an automotive vertical, assign employees with a background in car sales, Read More
Imagine its big game hunting season. You’ve got your heart set on bringing home a sizable creature, and you want to enlist some help to ensure that your hunt is a success.
Likely, this individual is quite familiar with the nuances of the natural world and has an interest in its utility for producing food. Farmers and hunters share these qualities and at times even the land on which they practice their craft. But would you ever enlist the skills of a farmer to hunt big game?
If the sales arena were divided in two, it would be comprised of both hunters and farmers. Both offer valuable benefits to companies, Read More