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2013 March | B2B Lead Generation,Inside Sales,Appointment Setting,Telemarketing and Outsourcing | The Global Associates
From the monthly archives: March 2013
B2B lead generation

B2B lead generation

Continuing from the previous post…

The first thing to keep in mind is that right from movie to inventions, there have been certain X-factors that have twisted the whole thing around to make it look brand new. Similarly, one can also do a spin-off of a revolutionary product, adding something that was missing from the otherwise perfect offering, and pitch it to the TG in a different manner. Drawing conclusion from this principle is the second point, that one can take a concept that had already been developed and tried and tested and proven successful. And do something completely different with it. The field of advertising is full of such inspirations (another fancy name for derivations). And the same fact applies for B2B lead generation as well.

One can take liberties in the kind of brand positioning route to take, and that’s the beauty of the whole thing. One can say absolutely anything they want to, to sell the product or service. Obviously it shouldn’t border on being false, but that’s about it. And lastly, one can choose to go the different route compared to competition and focus on what others are not addressing, maybe a need that the product already fulfills (or doesn’t) but nobody has paid attention to it. Just these simple considerations can help one score more with B2B lead generation in all circumstances.

 

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B2B lead generation

B2B lead generation

How successful or otherwise a B2B lead generation strategy is going to be completely depends on the USP of the product or service being marketed. The classic marketing adage is to keep on talking about the one unique feature of the offering throughout to campaign, to distinguish itself from competition. And this is where it might seem contradictory to link lead generation with derivative work, since there’s nothing unique about a product or service that is derived from something that already exists. However, the fact is that almost all brand offerings are derived from something in one way or another.

This may be a very hard fact to accept, but virtually everything is based on the concepts of something that has been achieved or planned in the past. So, the challenge lies in creating a core competency and not feeling like a copycat at the same time. However, the silver lining here is that many derivative works have been very successful in the past, owing their success quite a bit to B2B lead generation. In the next post, we will talk about the points that need to be taken care of while marketing a derivative product or service.

 

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Inside Sales Outsourcing, Inside Sales Outsourcing in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india

The second point with regards to inside sales outsourcing is the fact that one needs to start with a clean slate. Once the list has been reviewed by the team for any kind of do not disturb numbers, it’s important for the teleprospectors too, to give a look over to the list. Further to this, when the actual calling starts, it’s necessary for the calling team to update the sheet with accurate statuses so that the warm and hot leads stand a higher chance of conversion. Also, after the list is imported into a CRM (another reason why companies rely on inside sales outsourcing), there’s another chance to refine the data even further.

How the lists are sorted and the criteria that is chosen goes a long way in reaching the right contacts faster, and if one can identify a pattern within a particular industry or with people at a particular level in the hierarchy, the efforts can be better rewarded by channelizing energies in a direction where there are maximum returns. This alone can make a difference between sifting through thousands of entries or just getting the job done with a couple of hundreds!

 

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Inside Sales Outsourcing, Inside Sales Outsourcing in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india

The relationship between inside sales outsourcing and lists is everlasting. After all, lists are what keep teleprospectors and sales reps busy, working towards solidifying the pipeline with calls to different kinds of prospective customers. Simply put, getting a new list might sound like the beginning of Christmas. However, sometimes the lists are so big in size that it becomes quite a challenge to get the right leads out of it. And all the training and role playing in the world can’t help if one doesn’t know how to properly manage leads and refine the data to reach the decision makers faster.

One of the most frequent mistakes in this context is to just start off dialing numbers one after the other without any thought. The first thing to be kept in mind while telecalling is to know that it’s important to outline the kind of criteria one wants. This could be in terms of annual revenue, company size or the type of industry, etc. This needs to be specified right at the beginning to the source from where the list is being procured, so that there are not too many senseless options.

More in the next post…

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B2B lead generation

B2B lead generation

The next point in terms of effective B2B lead generation is the element of randomness. Now, it’s a known fact that collectibles like trading cards, action figures, etc. have a certain element of randomness to them. Their collectors are never sure of when they might strike gold. Also, collectors never know whether they will get the one they are looking one for or not. Taking this into context with lead generation, there’s no telling when the next lead can lead to a big sale. So, it’s important to cash in on every opportunity and keep one’s eyes and ears open.

Rarity is also an essential element with regards to knowing the value of the collectible. For instance, out of print editions and vintage records are considered prized possessions in every sense of the word. Similarly, there are many rare opportunities in B2B lead generation. Now these would certainly not be actual objects, but nevertheless, the gains are certainly tangible. And how! The most important benefit is that one gets the opportunity to work with a prominent client who pays well, over and over again. So, if one wants to get the maximum out of leads, it’s important to keep all these factors in mind.

 

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