Warning: Creating default object from empty value in /home/theglo36/public_html/blog/wp-content/themes/platform/includes/class.layout.php on line 164
2012 August | B2B Lead Generation,Inside Sales,Appointment Setting,Telemarketing and Outsourcing | The Global Associates
From the monthly archives: August 2012
B2B appointment setting, B2B appointment setting in india

B2B appointment setting, B2B appointment setting in india

Irrespective of the domain one is operating in, B2B appointment setting is one aspect of lead generation that would definitely feature in the overall sales strategy mix. So, it is important that one remembers some handy tips to get better results. This series of blog posts talks about such posts.

The first point is to have the agenda well established in one’s mind. It is essential to know what one plans to achieve with the appointment. Even though it can be extremely hard to keep other people on the same track, but if there is no concrete agenda, one might just spend the entire day on the same appointment, and that is anything but productive. Also, in case it is possible to have the agenda discussed beforehand, the appointment goes really well.

Also, while we are on the subject of B2B appointment setting, it’s imperative to talk about giving time and date options to the other person. While one must not sound imposing, i.e., in a tone that suggests that these are the only choices, giving such options as soon as the other party asks for suggestions helps get there faster and be on the fast track to achieving the desired objective.

 

Bookmark and Share

While using forms, or considering to do so for the purpose of small business lead generation, it’s important to analyze how technical the information being disseminated really is. This is because while the content being provided might be very exclusive and of great perceived value, there is also a risk that the recipient might not entirely understand that value of the same. This can be really detrimental to the business objectives as it can lead to misunderstandings. So, one needs to ensure that the prospect to whom the message is being sent can be easily contacted.

Using forms for small business lead generation also requires one to see whether the content can serve as a filter. So, less can actually amount to more when it’s about closing leads. By using registration forms on select pieces of communication, one can get relevant leads. Essentially, this helps in segregating the high and low quality leads. And lastly, one needs to check whether the content is a fresh piece of information, or an insight into an already known fact. With the passage of time, as the content reduces in freshness, so to speak, one must remove the registration process so that new and upcoming content is valued more, and the cycle continues…

 

Bookmark and Share
 

The first consideration when it comes to using forms for small business lead generation is whether or not the content that is associated with it is going to be distributed across many people. For instance, if there is a special research conducted by a company that it would like to publicize, using a form for distributing the study is not such a smart idea, for the simple reason that if the other means to promote the study, like PR campaigns, blogging, etc., are successful, it’s going to be distributed in any case. However, if the information is exclusive and would not be shared outside of the organization, a registration form would make more sense.

The next point of consideration for using forms with regards to small business lead generation refers to the utility and relevance of the content, which is directly related to where the recipient is placed in the sales cycle. For instance, a fact sheet or analysis would be more useful to someone who is early in the sales cycle, but would not be too much of a help to someone placed towards the end of the cycle. Obviously, the latter is someone whom the business would like to establish the closest contact. So, it’s important to use a form for content that appeals to this person, so that one can get the maximum information.

Bookmark and Share
 

Of the many small business lead generation tactics firms use to achieve the desired objective, free content in the form of downloadable wallpapers, informational videos, etc. are the most common and most effective. However, to ensure that its own purpose is also served, the organization utilizes a registration form to know more about the prospect. This obviously limits the distribution of the content, since not everyone would be willing to fill out a form for content that has not been viewed.

However, while that is perfect when one sees how it helps filter out uninterested prospects, when it comes to practical implications with regards to small business lead generation, using a registration form is not exactly the best of strategies, simply because one is ignoring the fact that a multitude of interactions would be required before the prospect would want to give information that is useful for business. So, the more a business gives away, so to speak, without registration, the higher are the chances that the prospect would be willing to be more receptive towards the brand offerings. The upcoming posts will talk about how brands can get the maximum leverage out of leads using forms.

 

Bookmark and Share
 
Inside Sales Outsourcing, Inside Sales Outsourcing in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india

The kind of content one presents in the webinar needs to be of high quality, because simply rehashing old, tried and tested knowledge into an attractive format is not going to get the sales lead generation campaign anywhere. So, it’s not always guaranteed that just by hosting webinars, a company will drive success. There’s a significantly high chance that the response would not be as high as expected. Hence, it’s important to understand that the sales and marketing team need to properly strategize the kind of topics that would be spoken about in the webinar.

To enhance sales lead generation, webinars basically need to provide more value to the people who are going to be viewing or participating in them, otherwise it’s just a waste of time and resources from the provider’s as well as the recipient’s side. Also, industry insights that have been thoroughly researched are a very effective means of getting the attention of the attendees, and can also be used in promotional emails that are used to inform people of the occurrence of the webinar. And lastly, the duration of the webinar is of paramount importance, since it should be short and fast=paced to hold the interest of the attendee, but also long enough to cover the topic.

 

Bookmark and Share