If you’re wondering why inside sales and sales as a service go together, you’re not alone. Many can be confused by sales as service given it is an outside business doing an inside job.
Category Archives: Lead Generation
Trade show outreach matters.
In our super-connected, digital age, in-person trade show events may seem old-fashioned and passé. Yet, they remain an effective business strategy, with 81% of B2B companies leveraging them to gain and convert leads. Meetings generated from events net an average of $1,294 per participant and the trade show industry generated over $13 billion in revenue in 2017.
These numbers show trade show outreach is alive and well, and something your company should leverage. But, how?
Generating and connecting with leads are among the top priorities and most common struggles for development teams today. Often, the issue lies in a lack of strategy or target. Development teams go wide and hard, yet come up short.
One way to yield better results is through targeting lead segments with specific Tactic Groups. These are segments of your development targets, coupled with tested and perfected outreach content and methodologies for each segment. Examples include location proximity for clients in the same physical area as your business, lost opportunities and previous customers, and tradeshow appointments.
Today we’ll focus on that third Tactic Group: tradeshow appointments. Many businesses employ this development tactic, but few manage to tap into its potential. The key is to do more than just show up to gain ROI from a tradeshow.
Content marketing is not just content for content’s sake. To be successful, every piece should drive a larger strategy—one that attracts, nurtures and engages leads at every stage of their journey.
In sales, a lead is defined as a “potential sales contact.” But what constitutes “potential?”
Depending who you talk to, “potential contact” can be anything from a purchased name in a database to someone who filled out a web form, replied to an email blast, or dropped their card in the fishbowl at a trade show.
Some of these options are clearly more qualified than others. Read More
Did you know that lead follow-up phone calls made within five minutes of a lead filling out a form were 80% more successful than a call made just five minutes later? How well you manage your leads has a big impact on the effectiveness of your marketing and sales efforts. Read More
The first time you talk to a lead, you get all the introductions out of the way, learn the important basic information about the lead’s company, and share what your company does. The next time you talk to that lead, you skip over the introductions and run a sales call tailored to what you now know about that lead.
You need to market the same way: Don’t send generic marketing messaging to prospects that you know. Send them messaging targeted to their needs. This kind of marketing is called “lead nurturing.”
Technology has changed, and so have buyer behaviors. That’s why, although a strong sales team is as important as it ever was, a good digital marketing effort built on the foundation of a “sales optimized” website is becoming more and more essential.