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Sales Lead Generation
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Many salespersons have the habit of pulling the ‘out of my jurisdiction’ card on clients while sales lead generation inbound calls are in progress. Here’s a simpler way out.

There are certain key phrases that are always useful in sales lead generation when it’s an inbound method. One of the most common among these – this is out of my jurisdiction. Now, the reason why this is dangerous is because it may seem like one is trying to evade responsibility or is not the right authority to talk to. Reason enough for the prospect to drop out of the call. However, there are some cases where this dialogue is not only valid, but necessary. In such a scenario, not speaking the right things can have even direr consequences.

The key here is to understand that there are different aspects to a conversation. If, for instance, the enquiry is taking the direction of a more legal discussion, one can easily back out stating that they only know about the technical aspect of the procedure. If one is seriously unsure that the prospect may or may not be using something illegal, it’s better to refer them to the proper authority just to make sure things don’t get messy. Another scenario in case of a sales lead generation prospect is that even though one might not have any experience in the particular issue at hand, there could be an enquiry pertaining to the same. And one would most certainly have all the resources to deal with the same too. However, it’s best to refer the lead to someone, or consult them before taking action, rather than going ahead with inexperience.

Moving ahead, the next case is when one has thoroughly investigated the matter at hand and decided to go ahead with the information given by the prospect. For this to turn out the way one wants it to, it’s important to show that one has truly done all they could with the information and resources available. Being honest and sincere is the only option in this case, since one has already taken the task and must keep the other person updated on all the progress, successes, obstacles, et al. Lastly, one may use the ‘out of jurisdiction’ term when they are sure that competitors would also face similar issues with the problem at hand. Probably, the others have even made the mistake of attempting to resolve it without knowing the intricacies.

So that’s it. This sums up the entire concept of how one can utilize the ‘out of jurisdiction’ phrase, or avoid it, to get better results in sales lead generation.

There are many times when B2B appointment setting doesn’t quite go the way one plans it to. And it is precisely at such instances that it’s important to give clients reasons for the way things stand. However, one of the most common responses in such a scenario, i.e., saying that ‘technical difficulties’ came in the way of the procedures might be a bit too much for clients to accept. After all, they are the ones paying the company providing the services, and any kind of mistake is not looked upon lightly.So, one needs to be rather careful about using the ruse, so to speak, too frequently.

B2B appointment setting and technical difficulties actually share a long history. Most often, this term is used when something gets in the way of clear communication like a problem in the email filter that doesn’t let client (or prospect) messages pass. However, the fact is that there are only so many times one can use this to escape situations. To begin with, it’s a very embarrassing position to be in when one talks to clients. Nobody wants to talk about how they weren’t able to do their job properly because of an unseen error. However, once that inherent predicament has been passed, the first thing to understand is that technical difficulties are not everyday occurrences. They are rare instances, and they should stay that way. So, it may be a stroke of bad luck that one has disappearing internet connectivity, or faulty telephone lines. However, too much of that and the client would think that there are some serious infrastructure issues.

Secondly, while interacting with clients, B2B appointment setting executives need to understand that the former know about the kind of problems that arise. Long story short, problems are easily identifiable. Or rather, genuine problems are easily identifiable the fake ones aren’t exactly like needles in a haystack. They know that one can’t afford to lose business by letting things be, and that’s when one knows that there’s something fishy. This is linked to the last point, the element of how fixable the problem is.

If a problem has been around for some time and still not apparently fixed, then again it’s the company’s reputation at stake. So, it’s best for the B2B appointment setting process to be refined so that there are no further embarrassing situations, rather than going to search for unique excuses.

LinkedIn used to enjoy an undisputed monopoly as far as social media for sales lead generation is concerned. However, the scenario has drastically changed.

There was a time when organizations used to swear by LinkedIn for sales lead generation. This was also the time when firms were very uptight in their approach. However, the turn of the 21st century saw brands getting more conversational with their TG, and social media became one of the key inclusions of the marketing strategy, instead of being just another add-on to the overall mix.

Twitter, Facebook, Google Plus and many other social networks are getting more attention than ever, because brands have realized the importance of getting in direct contact with current and prospective customers. True, the traditional means of emails and telephonic conversations still exist, but particularly in the B2C space, there are certainly many more avenues that are being explored in the social media space. And brands themselves prefer this channel of interacting with customers, since it gives them a way of directly showing customer stories and testimonials to current and prospective customers. True, this transparency also has its negative effects, since the viral reach of negative feedback is often higher than that of a positive comment. But the far-reaching implications of this scenario are many, which is what makes social media such a great proposition for sales lead generation.

The manner in which this is so beneficial for brand is because while positive feedback is obviously helpful in enhancing the brand’s reputation, even if a customer or client posts a query or talks about an unpleasant experience, the brand can instantly respond to the same on an open platform, which shows how responsive the brand is. Obviously, such a scenario is never possible in case customers/clients use the conventional means of getting in touch with the brand, which is precisely the reason organizations these days want to get active on social media to prove their mettle, and open more avenues for sales lead generation.

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Gatekeepers have, ever since the concept of sales lead generation came into being, acted more like roadblocks rather than guardians. However, there is a way around them.

Let’s face it, gatekeepers have always been quite the uncooperative people with regards to sales lead generation. Try as hard as one might, there seems to be a very slim chance of getting past them to reach the right people. However, many leading salespersons have succeeded in getting gatekeepers on their side, so to speak, with a variety of tactics. This article attempts to explore this phenomenon and how one can get gatekeepers to be more cooperative.

First of all, one of the most useful tactics that works for the TG is also extremely effective for gatekeepers, i.e., freebies. By offering a discount coupon or a promo offer they can take advantage of, one can win their favor quite easily. However, while this might seem like a perfectly good way to get around, it must be done with utmost tact. While in case of customers, who already know that the brand would give them something extra (and probably also expect that), gatekeepers might be offended if the offer is not positioned in the right manner. They might even think that the firm is trying to buy their allegiance, and there can be literally no end to the kind of ill effects this would bring.

Another important aspect to be kept in mind is the need to work with gatekeepers, and not against them. For this to happen, one must be aware of the position of the gatekeeper in the overall company structure. There may be a case when a contact seems vital but is actually not even related to the decision makers. In such a scenario, it’s obviously no point to continue conversing with the person. However, he/she can be used to get in touch with the right people, instead of just abruptly stopping correspondence. This way, one maintains cordial terms with everyone at the client side and also gets the job done.

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Even firms that are not in the business for the money, so to speak, need sales lead generation to keep functioning properly.

It’s no secret that sales lead generation is extremely important for all kinds of organizations. However, there are some firms that are not all that interested in generating revenues via this effective means. Surprised? There are just two situations when this happens. First, when the product or service being offered is so unique that the senior management feels it’s not really necessary to market the product. This includes industries in which a particular company enjoys a significant monopoly. The second situation is when organizations don’t believe in making money or gaining profits. This includes all kinds of non-government organizations, charity firms, etc.

However, while companies don’t need to enhance their profits, they certainly need to ensure they have enough funds for running expenses. Simply put, one always can’t work for free. Talking of charities, they rely on donations to do their job, which is to support underprivileged sections of society. Hence, until and unless the message is communicated properly, there would always be a struggle to find support. So, while this is not a conventional means of sales lead generation, it is nonetheless necessary for these kind of enterprises.

Going into the specifics, there are 3 kinds of heads that organizations need to address in terms of expenses. First, supplies like the kind of raw material and machinery needed to create the final product. Secondly, one obviously can’t set up shop anywhere. Proper space is needed to operate in an efficient manner, and that requires quite a significant kind of investment, even if it’s a rented property. Lastly, the staff that is working in the organization also won’t work for free all the time. Sure, voluntary work is an increasingly popular concept, but one does need permanent staff that would be paid. So, in any kind of a format, sales lead generation is a must!

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There are quite a few pitfalls on the road to successful sales lead generation, but one can always make it a point to avoid them right at the onset.

Quite a high number of organizations across the world solely depend on the sales lead generation teams to get their closer to their target and farther on the road to taking their business to the next level. However, while there are many tactics to getting leads, there are even more means to fall into the trap of one mistake or the other. This serves as a significant obstacle in closing deals and even formulating a strategy

The most common sales lead generation mistake is what is referred to as the ‘analysis paralysis’ syndrome. This happens when something has gone wrong and instead of discussing rationally and coming to a conclusion, everyone gets very paranoid which results in heated discussions in the boardroom. This is a typical characteristic of large firms where there’s a lot of C-suite activity which is focused around analysis. Overthinking the cycle never helps, and one must instead focus on what can be done to rectify the situation. However, that rarely happens, and instead of trying to resolve the situation, the blame game ensues! This leads to weeks of internal conflicts, which only worsens the situation. Constructive criticism is one thing, but going overboard with stinker emails is detrimental to the work environment.

Another problem teams face while doing sales lead generation is that strategies that work well are often used so often that they become clichés. So, when the time comes to innovate, one is often concerned about what to change. This is often a big predicament, but the simple way around it is to analyze what has changed in the market environment, and then check what must be altered in the strategy to make it work in the current scenario as well.

Basically, lead generation is more of a ‘learn as you go’ kind of scenario, but one can always stay prepared!

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There are many kinds of problems that one faces during the sales lead generation process. However, they need to be addressed and resolved nonetheless.

The concept of sales lead generation has undergone major paradigm shifts over the years. However, one thing has remained constant – the goal. Getting new leads and converting them is the ultimate objective of every campaign. However, in the constant hustle bustle to get more business, some aspects are being ignored which are essentially leading to a drop in the revenues. One of the most important ones among these is the fact that the sales cycle is being rushed. It’s probably one of the most irrational of decisions, but when there’s pressure, there’s hardly anything one can do.

It’s a known fact that sales that take longer to close can be really irritating. However, one needs to constantly realize that the reason why the sale is not being made is because the client is still looking for value in the deal. Sometimes, it’s better to start afresh and keep the conversation going to show how the product or service can help the client’s business. Clients that are harder to crack are usually the ones that are the most faithful, and can also help spread word of mouth goodwill. Another aspect companies face via doing sales lead generation is budget cuts coupled with attrition.

Now, it’s obvious that one can’t possibly do sales lead generation without resources, infrastructural as well as human. So, it’s a common sight to see performance drop whenever the company is facing a crisis. However, it’s precisely at these moments that the importance of teamwork is realized. There are certainly going to be a lot of problems due to shortage of personnel, but the organization can still achieve targets if both the sales and marketing teams are on the same page. The progress is going to be slow, but steady. And in the end, the team that prevails is not the one with the most members, but the one that’s the most cohesive.

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Paying emphasis on the spend capacity of organizations and getting in touch with the right people is essential for sales lead generation.

Business and leads have a symbiotic relationship, neither can survive without the other. Business without leads is obviously not going to sustain, and just leads without the capacity to act upon them is just equal to having no leads at all. That being said, firms all across the world try their best to get as many genuine prospects via sales lead generation as they possibly can. However, there are two very important aspects of the whole equation that decide the fate of an organization – budget and the authority to make decisions.

Coming to the first point, there certainly is no point in pitching to a prospect that does not have the capacity to pay up, to state it colloquially. While that may certainly be the most recommended guideline, just moving on to the next prospect is just part of the entire story. One just can’t write off a prospect that has probably been discovered after much deliberation and effort. Here, it’s not about twisting the other person’s arm into buying something he/she can’t afford. Nor is it about reducing prices or offering exclusive rates that may cut into profits. One just needs to park the lead for future references, since the results from sales lead generation campaigns often show after a long span of time – weeks, months or even a couple of years. However, persistence definitely pays off in the end.

Talking about the authority, the point of contact in the prospect organization must be in a position to make decisions or at least make a significant contribution to the overall process. Research through the years has shown that many times, even the best products and top-notch services fail to make an impact simply because it did not reach the right people.

Only the perfect combination of these two factors results in optimum results for any organization.

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To successfully run global sales lead generation campaigns successfully, one must adhere to the norms of the countries in which the firm is operating.

When one talks about success in business, the first and foremost parameter is how much is the organization earning, i.e., revenue. Sure, reputation, employee satisfaction and market credibility also play a vital role in the big picture, but the most basic factor is revenue. That being said, sales lead generation is probably the most critical aspect in all the business processes. Further, when one talks about an organization that is into global operations, or looking to expand into another geographical location, there are certain aspects that are of vital significance, but are often ignored. Here’s a look at some of the most crucial aspects of business for any firm.

Knowing the currency exchange rates & procedures, taxation laws, export and import laws (not applicable for online businesses) is a cumbersome but essential process. Many an established firms have had to bite the dust simply because they were not familiar with the laws of the land, so to speak, and had to suffer considerable losses, sometimes to the verge of breakdown! Privacy laws are another facet of knowing the country in which one is about to operate, in a better manner, particularly with regards to sales lead generation.

Although it completely depends on the government policy, knowing who would maintain customer and business privacy, i.e., the federal authorities or an industry body, is more important than anything for many firms. Everyone knows that in recent years, infringement has become a more grave concern than anything else. The issue of intellectual rights is also one of the things that needs to be addressed, even though it might not be directly related to sales lead generation. It’s important to understand whether or not the intellectual property rights one already holds in the native land are applicable in the new country. Since intelligence and insight are today the most important assets for any firms. Hence, protecting them is of utmost importance.

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In order to continue getting success from sales lead generation efforts, companies need to bring about a change in which they market their products.

It’s not always the smartest idea to go all out on an aggressive sales drive, even when one has classified the database and qualified the prospects. As humans, we have a peculiar habit of getting distracted, and this is the ugly truth brands have to face in today’s times. So, besides the obvious threat of competition eating into one’s share, there’s also the probability of the audience not being as receptive as one expects it to be. For instance, there may be the case that the environment of the media in which the brand’s offering is being promoted as many distracting elements, resulting in the sales lead generation efforts not bearing fruit. Taking the example of the internet, there may be the case that one is reading an interesting article and gets distracted by another element, perhaps a sponsored ad.

The point is that while on can be an expert at sales lead generation, getting the attention of the prospective audience is as important a factor as any. So, in common parlance, if someone whose attention one seeks is not being attentive about the former’s presence, it’s time for action! Many firms try to get to the desired objective by using loud graphics and visuals, among other things, to get the attention of the TG.

While this may be perfect for certain industries like gaming or child products, it’s not a ‘one size fits all’ approach, i.e., one can’t possibly think of getting anywhere close to the target by just changing the look and feel. A shift in the strategy is more likely to get the firm somewhere farther in the sales cycle. The best was to go about it is to bring about a change in the strategy and create a differentiating factor in the manner of promotion of the products or services. Not only would this ensure a higher success rate, but is also an imperative step for future growth.

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