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Sales Lead Generation In India
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Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

There’s a lot of emphasis being placed upon webinars and their importance for sales lead generation. Even though it might seem like and indirect means of getting business for an organization, some of the leading management gurus of our times have repeatedly spoken at length about how webinars are a critical part of the overall marketing strategy. Essentially, they are a great means of storytelling, which present case studies and the capabilities of the organization in a better manner. The plain whitepapers with different colored fonts just doesn’t do the trick any more, but videos and attractive animated graphics are, and will be for a long time, a sure-shot winner.

Also, contrary to popular belief, webinars and SEO are in fact very closely related, and if the latter is not included while promoting the webinar, the organization is missing out on something. To get the most out of a webinar, one needs to basically use every weapon in the arsenal, i.e., every promotional channel. Here, SEO doesn’t just mean articles, meta tags, etc., but includes a comprehensive list comprising YouTube, SlideShare, Facebook, email, blogging and Twitter. This holistic approach helps companies get the maximum leverage from the internet.

More in the next post…

 

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Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

Continuing on the previous post…

Obstacles:  If the prospect could get anywhere he/she wanted to be, you wouldn’t be needed in the first place. However, something is clearly preventing them from reaching their objective, and therein lays the opportunity. This could be anything from lack of knowledge, resources, expertise, or a combination of all three. Essentially, it’s about lack of information, in any manner whatsoever. Here, information is just about anything that is preventing the prospect from reaching the objective. If you can help them overcome their obstacles and reach their objective, your sales lead generation efforts will bear fruit like anything!

The (driving) force: If you can identify what is the driving force behind your prospect’s current situation, you have a winner on your hands! The basic premise of this concept is to ask questions like ‘if this problem was solved, how would it benefit your business?’ or ‘if I give you a solution that takes care of all your concerns, how would that affect your workflow?’ This gives you an edge over competition, since now you know what is the prospect’s pain point, and you can dedicate your efforts towards resolving the same, making your proposition the best choice!

 

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Sales Lead Generation : Continuing on the last post, following are more pointers to be kept in mind in order to ensure targeted sales:
Knowing their fears: Organizations consist of people, and people have fears. Regardless of the size of an enterprise, the management would have their set of un-utopian situations which they would do anything to avoid from materializing. This is a great potential entry point for a sales pitch. If you know what can get the alarm bells ringing in your consumer’s mind, you can have them hooked right from the word ‘go’.

Sales Lead Generation

Positioning: You must have heard this term a zillion times, but this is not about how or where you will place your product – it’s about where will your customers be positioned with regards to their interest, i.e., the kind of websites they browse, the kind of books they read, etc. This may seem like a long shot to many, but it’s not that hard, even if one is targeting the crème de la crème of the market. It’s just about knowing your customer, which is certainly an imperative requirement for a salesperson.
Problem areas: Products and services are essentially developed to solve problems. So, if you can identify what is bothering your target market at the very moment you want to sell your product, you will come home a winner, and secure phenomenally in the sales lead generation department!
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Sales Lead Generation

There is a prevailing myth in the that numbers are all that count to make a business successful, which is probably what drives so many unsuccessful B2B lead generation campaigns, since nothing could be farther from the truth if the numbers are not relevant, as it’s basically like plenty of people coming to enquire about a product, and not buy it. Website traffic definitely counts, but only if some of it actually translates into business. Summing it up, a business can make do with less traffic, provided that it is quality traffic. However, this is easier said than done, and one needs to define a roadmap on how to make this possible.
Identify areas of concern: Any consumer will approach a product or service provider to counter an obstacle or fulfill a requirement. Hence, it is important to identify the kind of challenges a potential consumer will be facing, so that there is a higher chance of conversion when he/she approaches the business as a result of sales lead generation on the organization’s part.
The X factor: There are consumers who prefer to avail the services of one particular organization repeatedly, in spite of the fact that there are so many options available. The main reason for this is the fact that the organization has a special ‘pull’, an X factor, so to speak, that ensures its clients stay hooked. Every business should look forward to developing at least one such Unique Selling Proposition, so that sustained growth can take place with repeat business.
More information on this, in our next post!
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