Top 5 Lead Generation Trends for 2020

As we look ahead to the New Year, as part of your organization’s strategic planning process, it’s important to consider the top B2B lead generation trends. There are several key lead generation marketing trends that will be driving innovation and investment in the B2B space this year.

 

As you decide which lead generation ideas to invest in, be sure to keep these B2B lead generation strategies at the center of your plans.

 

Diversified Lead Generation Portfolio

 

One of the biggest trends that we’re seeing is that more B2B sales organizations are diversifying their lead generation activities. Just as you wouldn’t want to put all your eggs in one basket or bet your life savings on a single company’s stock, you shouldn’t invest all of your lead generation budget in just one or two B2B lead generation strategies. Make sure to strike a good balance between outbound and inbound lead generation: have a good mix of outbound activities like email marketing, direct mail, and cold calls, along with inbound strategies like content marketing, PPC ads, and search engine marketing. There’s no one right answer; you need to have a solid blend of lead generation strategies and keep leads coming from multiple directions at once.

 

Better Qualification of Inbound Sales Leads

 

Once you “get” the sales leads, what are you going to do with them? Once the emails start coming in, or the phone starts ringing, who takes it from there and accompanies the customer to the next step in the sales process? Lots of companies in 2020 are going to enhance their strategies for qualifying, managing and nurturing their inbound sales leads. Inbound sales leads are precious because they represent real customers who are curious and engaged and possibly ready to spend money with you – but too many companies are letting these leads slip through the cracks! Next year, this has to stop. Your organization can get better sales results by doing a more careful, thorough, and thoughtful job of answering the phone, asking good questions, training your front-line staff to ask sales-oriented questions, and start sorting your inbound sales leads into priority rankings for more effective follow-up from the sales team. Don’t just hand over your inbound inquiries to the sales team without knowing who they are or what they’re ready to discuss; qualify your inbound leads first.

 

Personalized Marketing

 

On that same note, lots of companies in 2020 are going to focus on getting better at personalized marketing. There are many great tools and resources now to improve the personalization of your email messages, target your social media posts with sponsored boosts, and otherwise reach a more precise audience than ever before. But it’s not good enough to personalize your outbound marketing. You also need to get better at knowing your customer, identifying your ideal customer personas and pain points, doing your research into key stakeholders and decision-makers within the prospect’s organization, and listening to what your audience is saying so you can craft a better sales pitch and anticipate their possible objections, questions and problems along the way.

 

Online marketing has made it easier for B2B marketers to sorth through a wider array of prospective customers and find the needles in the haystack. The next evolution of B2B marketing is to dive deeper into that haystack to get better data about customers, learn more about customers, and develop smarter insights about what each customer needs. Know your customers on a deeper and more precise level, and the sales will follow.

 

Mobile-Friendly B2B Marketing

 

Too many companies still do not have mobile-friendly B2B marketing. Even though your customers are “business” buyers, they are likely using the same mobile devices and mobile-first preferences to engage with your marketing messages as they use in their daily lives as consumers. For example, more B2B buyers are using mobile devices to do research and compare pricing on business purchases.

 

Is your B2B marketing mobile-friendly enough? Can your white papers and case studies and emails be read easily on small screens? Is your website easy to scan and click-through with a thumb? Don’t assume that your buyers are sitting at a desk and looking at a monitor; they might be swiping through your website while at a kid’s soccer game.

 

Back to Basics

 

B2B marketing technology is great, and there are so many exciting tools and platforms out there to help make your work more efficient. But one of the biggest B2B lead generation trends of 2020 is something more low-tech: picking up the phone! The telephone is still one of the most effective and underrated tools for B2B lead generation. When you talk to your prospects on the phone, you can learn more about their unstated problems and pain points. You can assess how ready they are to buy, uncover additional questions, and correct misconceptions. There are certain nuances of communication and relationship-building that can be best explored by real human conversation, instead of relying entirely on email and marketing automation.

 

No matter what lead generation ideas you utilize in 2020, be sure to create a balanced approach, with a diversified portfolio of strategies. Be sure to explore new technologies while understanding the value of back-to-basics methods like phone calls and customer relationship building. Most of all, keep putting the customer first. Lead generation companies that put the customer at the center of their efforts will have a steady supply of sales leads for many years to come.

5 New Rules of Small Business Lead Generation

The world of small business lead generation is evolving faster than ever before, and the same strategies that worked a few years ago might not help you get the best results today. If you want to stay ahead of your competition, you need to adapt your strategies, try new things, and above all: obey the New Rules.

 

5 New Rules of Small Business Lead Generation

 

Here are a few of the New Rules of lead generation for today’s forward-thinking small business owners.

 

1) Work with reputable lead generation companies for small businesses.

Not all small business lead generation services are the same. You want to make sure they know their stuff and will keep their promises. Go beyond checking references and ask to see specific knowledge of your industry, and ask for case studies that show how they have helped companies like yours. And don’t assume that the cheapest lead gen firm is the best; sometimes a company that gives you a lower-priced budget quote will ultimately “cost” you more than they’re worth, in terms of lower-quality leads and wasted time.

 

The best lead generation firms will give you straight advice, they won’t pressure you or promise you the moon, they will give you a clear and established process for how they work and how you can collaborate with them so it’s a good fit for everyone, and they will give you guidance on how to move forward with closing the deal on your sales leads.

 

2) Get creative.

Don’t be afraid to try new lead generation ideas for small businesses. For example, have you tried getting some free publicity for your business with a fun PR stunt? Can you host a local event at your business to invite people from the community to come visit, have an open house, and maybe get some new business leads that way? Can you get some speaking gigs as an expert guest speaker for business networking events or lunch-and-learns? Sometimes putting yourself out there in the public eye can be uncomfortable, but it’s often the best way to get some new interest in your business and build your reputation as a credible voice in your field.

 

3) Experiment with new lead generation tools for small businesses.

There are so many great platforms out there now for CRM and social media marketing management. Don’t assume that you need a big budget to get access to the best tools; small businesses now can benefit from the same enterprise-grade technologies as big corporations, but at a price point that suits your budget.

 

For example, there are tools and platforms that can help you post on social media, schedule your posts, manage your website traffic, automatically schedule emails to go out, track the results of each email you send, analyze the data and performance of your various online marketing campaigns, track responses from customers, keep track of customer conversations and make notes about each sales call, and so much more! Depending on what you need to accomplish in your business, there are easy, affordable lead generation tools for small businesses that can help make it faster and more seamless than ever before.

 

4) Go back to basics.

When you’re trying to come up with new ways for how to generate leads for small business, keep in mind that some of the best “new” ideas might actually be “old.” Go back to basics! Everyone is on social media, but have you tried cold calling and direct mail? Sometimes it’s easier to get people to answer the phone or open a letter than to see your post on Twitter. We tell people this all the time in our business, but it’s true: sometimes the most underrated tool for making sales is one of the oldest: the telephone! There’s something about that human element of just picking up the phone and starting a conversation that can be more effective than all the emails and social media posts in the world.

 

5) Get smarter about networking and research.

Some of the most important elements of small business lead generation happen before you ever pick up the phone or get in front of a prospect: it’s all the upfront legwork of networking and research. Getting better at networking and research will help you save time and make more money, by identifying the right companies to sell to, and finding the right decision-makers who can help you close the deal.

 

Expand your pool of networking opportunities. Try a new trade show or conference that you’ve never been to before, try joining some new Groups on LinkedIn, or maybe just join some community organizations or volunteer for nonprofits that aren’t even directly related to your business – anything that you can do to meet new people and get out into different social contexts will help you to revitalize your business networking.

 

As for the research component, this is more important than ever: use LinkedIn to “reverse engineer” your way into each sale. Figure out who you know at your prospect’s company, even if they’re not in the right area for what you sell. Figure out how many steps up the ladder at the company you need to meet people to get the right stakeholders and decision-makers in the room. If you can map out all of this ahead of time, you will be better informed to start making those cold calls and building momentum toward a sale.

 

Small business lead generation is not rocket science, but it requires creativity and agility and a willingness to re-evaluate your processes. If a strategy is not working for you, drop it and try something new. If you’re getting good results and momentum from a certain strategy, keep doing more of that. Over time, you will achieve better results and close bigger sales!

Lead Generation Has Never Been Easier…

Lead Generation

In publicizing, lead generating services is the commencement of customer interest or inquiry into goods or services of a particular enterprise. Lead generating services can be conducted for various purposes such as list building, e-mail list attainment or for selling purposes. The means for generating leads characteristically come under the umbrella of publicizing, but it may also include non-paid bases such as organic search engine results or recommendations from prevailing customers.

 

Leads generation can be obtained from various sources or undertakings, for example, digitally via the online network, through particular referrals, through telephone calls either by the enterprise itself or telemarketers, through advertisements, and other numerous events. A 2018 study found that 92% of assenters cited email as the most common medium for lead generating and appointment setting companies, followed by content advertising, search engine, and last but not the least events. A study from 2017 found that direct traffic, search engines, and online referrals were the three most popular online channels for lead generating services, accounting for 94.02% of leads.

 

Generation of leads is often paired with lead management and appointment setting to move leads up the purchase funnel. This amalgamation of activities is referred to as pipeline marketing.

 

Usually, an individual follows up on a prospective lead and all his needs and interests. Once the person (e.g. salesperson) evaluates and qualifies it to have a potential genuine business, the lead gets transitioned into an opportunity for a business. The opportunity then has to undertake multiple sales stages before the end goal is achieved.

 

Marketing leads are usually congregated into segments that determine the level of qualification present within a particular organization.

 

Marketing Qualified Leads (MQLs) are those leads that have typically originated through inbound networks, such as Web Search or content advertising, and have shown genuine interest in a company’s goods and services. These leads have yet to communicate with sales and marketing teams. Usually, an MQL is a type of lead who has deliberately taken steps to engage with your product by executing actions like willingly submitting contact information, choosing to participate in a program, adding e-commerce objects to a shopping cart, downloading resources, or repeatedly visiting a particular website.

 

These are the types of leads which may be promising. They are inquisitive and are genuinely considering to start a business relationship with you, but they haven’t quite taken the step towards a sales conversation yet. However, they’re more expected to be responsive to a sales pitch than a normal lead. If you contemplate about your own buyers’ journey, rarely would you submit your real email address lest you’re open to starting a conversation. An MQL is expected to be interested in your goods and/or services, and you may propose a solution to whatever it is that they require.

 

Sales Qualified Leads (SQLs) are types of leads that are usually screened by salespeople, oftentimes Sales Development Representatives (SDRs), for suitable qualifying standards to be followed-up with. The qualifying criteria comprises of need, budget, capacity, time-frame, interest, or authority to purchase. A sales qualified lead (SQL) is a vision created by the sales and marketing department and vetted by the sales manager and/or coach. After preliminary contact from marketing, sales continues the communication by exploring their various interests and their will and capability to purchase. If sales add them in their list, the lead is deemed “qualified”, with grievances that fit the answer being offered by the seller. Publicizing mechanization seamlessly converts streamlines sales and marketing interactions, marketing qualified leads into sales qualified leads.

The link here is a review for lead generation companies at the Chamber of Commerce.

 

Strategic Sales and Marketing will make lead generation look like a walk in the park. If you’re worried about lead generation you’ve come to the right place. With our professional experience, we can assist your firm in not only generating leads but appointment setting as well. For further information about the same check our blogs about lead management and appointment setting.

4 Questions you Need to Ask yourself about a Lead Generation Company

Lead-Generation-Companies-USA

Needless to say, every business has to generate sales needs in order to grow. However, it is not possible for every business to do this on their own some businesses do not prefer it whereas some don’t have the efficiency to do the same. This is when a lead generation company in USA can be at your rescue. However, it can be really difficult to choose the best B2B lead generation company from so many available options.

 

It is very obvious that every company will market itself in the best way possible. A poor choice will result in a heavy hit to the profit margins. Like any other outsourced functions, a lead generation company can also help in increasing the profit of your firm to a great extent.

 

This is why it is very important to know the factors that are important while choosing a lead generation company. Have a look at some of the most relevant factors that are essential for a lead generation services company to be able to serve you the best. Have a look at some of the questions that you need to ask yourself before you go ahead and finalize the company you want to work with.

 

1. Are they apt for your business niche?

 

Before you finalize a company you wish to work with, you need to make sure whether or not they are familiar with your business niche. You also need to determine which of your product sells best and then find a lead generation  company that will provide you with suitable online marketing services. Let the company decide what medium would be best for their business and also make sure that the company you choose to work with is experienced in handling the same.

 

2. Have you checked the testimonials?

 

Going through what their client has to say about the company will give you an overview of their working method and capacity. Talk to a few of their past clients just to make sure whether their services are up to the mark or not. This will also help you in knowing whether or not the company has the experience of working with your field.

 

3. Did you check their numbers?

The activities that these lead generation companies undertake is highly quantifiable. This means that you can ask them for the number of leads they have generated and out of them all how many did actually qualify and how many resulted in pipeline contribution.

 

4. Did you ask for a business proposal?

Needless to say, before you finalize the company that you need to work with, you need to make sure whether or not the company understands what your requirements are and whether they can handle your lead generation services efficiently. You need to ask them to prepare a comprehensive proposal so that you can see if they understand your needs and propose a good plan for generating leads.

 

Wrapping up

 

Keeping all these factors in mind, it is important that you do not trust any company blindly. Do your own research and make sure that the company provides all the services that you need.

Lead Generation Techniques: A Quick Glance At Today’s Lead Business Strategies

No matter how old or new your business is, one of the biggest challenges that you might have come across during any phase of your business is to determine who are their potential clients. Along with the simple concerns like finding adequate capital, business location, and supplies- finding the right type of people who are willing to buy your products and services is also one big task.

 

Lead generation services are the best way to attract and identify the target audience for a business. Identifying the type of audience interested in your business will help you to plan and implement business strategies accordingly. This is the main reason behind the advent of lead generation for your business.

 

  • To begin with, one must know how to implement these lead generation strategies and why are they important?

 

Knowing your target market

 

Generating leads online involves the process of communicating with potential clients and providing them the idea of your business. This process will also give you an idea about who your target audience is so that you can learn the segments of the entire market. Once you are aware of your target market, the lead generators will also provide you with the data of the potential customers so that you can understand their needs in a better way.

 

Classifying your customers

 

The tactics and tools that go into lead generation are different depending upon the type of audience you want to target. There are various things you can try when it comes to online campaigns and generating leads. Lead generation software is one such tool that can help you generate leads faster so that you can get more time reviewing results. This software makes things short and easy as you don’t have to go through many marketing processes to come up with a list of potential clients.

 

Diminishing unqualified clients

 

When you go for B2B lead generation services, it will prove to be one great way to diminish the number of unqualified clients that are attracted by certain marketing campaigns. This will help your business to focus on a defined set of people who are actually interested in buying the product and wish to transact with your business. Lead generation is one very effective way to get back to a defined list of clients as you will be able to tell who has worked with you in the past.

 

Enhanced marketing results

 

Apart from being able to reach the right type of audience, lead generation activities also help in customizing marketing campaigns depending upon the results obtained. As compared to any other marketing collateral, lead generation also requires lesser funding comparatively. Lead generation is one effective way of getting to know your website, business, and products in a better way and helps you to determine how well your services are interacting with the target customers.

 

To know more about how you can boost sales of your business, make sure to get in touch with us.

Here Is What Makes a Lead Generation Company Reliable And Promising

lead generation companySomething that you might always wonder is what makes a lead generation company ideal enough to trust them with their services. As you must have seen in the recent times there are so many lead generation companies that emerge which makes it even difficult to pick and choose one from them. With the scenario of such increased competition, it has become even more complex to choose the best among the rest of the companies that provide the best services as compared to the competitors.

 

Lead generation companies basically specialize in Strategic Sales and Marketing. They work very closely with the marketing and sales team to get a clearer idea of what leads they are targeting. Once they have understood the type of leads that are required by the business, they move on to finding qualified leads. Qualifying and finding organic leads takes time. It Is not something that you can manage on your own. This is why you need experts to handle it for you.

 

Below mentioned are some of the qualities you need to look for in a lead generation company.

 

To begin with, the lead generation company should be able to design your website keeping in mind your potential clients or users. Hence it is very crucial to have a dedicated website for lead generation. The website should be user-friendly, should have the concept that engages the audience and most importantly it should be easy to find on the internet.

 

The website design should be captivating enough and should be adaptive to various B2B campaigns. Your lead generation partner should also know how to use social media for lead generation in a way that it will contribute to your marketing strategies. In today’s world where everyone is on social media, it is very important to use it as a platform to grab the attention of users. Social media posts are known to attract users faster as compared to the traditional method.

 

Eye-catching graphics are a must for modern lead generation effectiveness. Great graphics have always been in trend and it is a really great way to eventually convert the visitors into buyers. This is why the B2B lead generation company you decide to work with should also have extensive knowledge of infographics, photoshop, and other visual creativeness.

 

The lead generators you decide to work with should also have the proper knowledge of how they are supposed to manage real markets and indulge in real conversations. Having real discussions can help them to understand your brand more and make better clear decisions.

 

Being in the B2B industry, these professionals should know that not all the contacts are sales-ready. This is why it is vital to build and nurture the relationship with any lead they come across. Once the leads are ready to buy a particular product or service, they will consider your option because of the developed trust factor.

 

Make sure that whatever lead generation company you partner up with they should only promise realistic outcomes. They should not merely provide a certain number of leads to their clients but they should also be able to generate actual opportunities.

5 Lead Generation Ideas You Never Heard Before

While there are many tactics that work for online lead generation, there are various approaches that work the best. There are a lot of lead generation companies in the USA that can help you to grow your email list. However, before we get into the gist of it- it is important to know the basics.

Lead Generation Ideas

First things first let us understand what lead generation means:

 

Lead generation is a process which involves collecting contact information of various potential customers. This is done in order to get the customer’s permission to contact them regarding prevailing and upcoming offers.

 

Email marketing is one of the most successful ways to get in touch with a customer. A business can sell anything online by effective Email marketing and making the potential users aware of the products and services provided by your business.

 

Now that we have a clear idea about what lead generation is, let us focus on the various lead generation ideas and how they can be implemented effectively on your site.

 

1. Blog consistently

 

The best thing to consider while inbound marketing is to blog regularly. You should make sure that your website has a wide variety of contents such as educational blogs, how-to’s, special blog series and much more that will help the customers to know more about the brand and develop trust.

 

2. Add social buttons to your Email newsletter

 

It is very important to give your subscribers an option to share your newsletters. This will help your brand to gain popularity as more and more people will follow/subscribe to your newsletter and blog page. You can add a simple call-to-action button which can let the users know what they’re supposed to do next.

 

3. Create a promotional video

 

Some people prefer learning by reading and in the same way, some people prefer understanding things via visuals and audio. By creating a promo video, you can educate your visitors quickly and easily about any product or services. You can use some technologies which help you to add a call to action to capture a user’s email address in the middle of the video.

 

4. Add content upgrades

 

A content upgrade is an additional value which the users can take advantage of which is related to the blog post they read. For example: if your website has a blog post that is titled: ‘ How to buy the perfect furniture for small rooms, you can also put up a link to reference article that is about ‘ Mistake to avoid while choosing furniture’. this will help the users to find everything in one place instead of going to a separate website altogether.

 

5. Invest in guest blogging

 

If you happen to know the sites that your audience most often visit, make sure you do your best to reach them via these websites. One of the easiest ways to reach them is by offering to guest blog. This will generate a backlink to your websites and help the potential customers to reach your website.

5 Lead Generation Mistakes to Stop Making in 2018

Business Sales IssuesB2B lead generation is often thought of as being a mysterious and unpredictable process – where do good sales leads come from? How can you get more of them? How can you get higher conversions and better sales results from the existing sales leads that you already have? There is no single “right way” to do lead generation; different techniques work better for different companies or industries. However, there are several common “wrong ways” to get sales leads and to manage your sales leads. Many B2B sales organizations are still making these mistakes, despite all the great customer relationship management technology and marketing tools and accumulated sales knowledge that we have now.

 

Here are a few lead generation mistakes to avoid:

 

  1. Relying Too Much on Outbound or Inbound Lead Generation

 

Lots of businesses fall into a rut with lead generation – they get good results from one type of lead generation and then they start ONLY doing that type of marketing and outreach. For example, lots of businesses still use direct mail as their primary way of getting new customers. Other companies might rely on email marketing. Other companies might be enthusiastic adopters of social media and online marketing, which is great, but they forget to just pick up the phone now and then to do cold calls.

 

Whatever works for your business is fine – keep doing that; you don’t have to stop doing what works – but keep in mind that lead generation should be a diverse mix of activities. You might need to change up your routine from time to time. Try something new. Ideally, you should be getting a wide array of sales leads from a mix of sources, both outbound (cold calls, email, direct mail, etc.) and inbound (online marketing, PPC ads, search engine marketing, etc.).

 

  1. Not Pre-Qualifying Your Inbound Leads

 

What happens when someone responds to your ad or clicks your sponsored post or picks up the phone and calls your company? Who is the first person to answer the phone? Take a closer look at the first impression that your company is making. When a new prospect contacts you, that is a massively important event – you need to make sure they’re being welcomed into your company’s sales process and treated with care, not just getting dumped into voicemail or given an impersonal automated email reply.

 

We see this all the time – too many good sales leads fall through the cracks because of careless handling or bad follow up. Take some time to build a relationship with each new prospect. Ask questions. Spend time on pre-qualifying them by assessing their needs – are they serious buyers or are they just doing their initial research? Is your company or solution really the best fit for what they need?

 

  1. Not Asking for Referrals

 

What if I told you that your company is already sitting on a gold mine of sales leads – that many businesses never bother to pursue? That’s right: it’s your existing customers! Current customers can often be your best source of new sales leads – if you handle it the right way. There is an art to asking for sales referrals. Don’t be pushy, don’t be indiscriminate – but if you have a customer who’s had an exceptionally great experience with you, who loves your solution, who is on board with what you do, you should ask them for sales referrals. You can make it natural, like, “I’ve loved working with you on this implementation – do you know of anyone else who might like to hear from me?”

 

  1. Underutilizing Your Website

 

Your website should be a lead generation machine. Too many B2B sales organizations are not making good use of their website for sales purposes. A few high-level tips to think about:

 

  • Is your website easy to read on a mobile device? More people are using smartphones as their primary way of accessing the Internet, and even B2B buyers are increasingly using mobiles for research.
  • Does your website have a “Buy” button? Amazon became the most powerful retailer in the world by making it really easy for everyone to buy from them. Does your website make it easy for people to contact you, ask for more information, or otherwise show that they’re interested in starting the sales process?
  • Is your website good for building relationships with customers? Does your site give your customers an authentic sense of what your company is like, or is it chilly and impersonal? Ideally, your website should put your customers inside the mind of your company and make them want more.

 

  1. Not Making “The Ask”

 

Too many people think that lead generation is a numbers game – it’s just about getting as many prospects as possible; get as many people as possible at the trade show to sign their name on your list, get as many email addresses in your database as possible. But quality is more important than quantity! You don’t want a long list of people who aren’t sincerely interested. This is why, as part of your lead generation activity, you need to make a specific request – an “Ask” – to get the prospect to commit to a next step to move the process forward. For example, you might want to ask for a sales demo. Or an in-person meeting. Or an initial phone call to get acquainted. Whatever your “first step” in your sales process is, you need to ask for it!

 

Lead generation doesn’t have to be mysterious; it’s all about finding new prospects and building relationships. Whatever tactics work for your company, you should definitely keep doing them – but be careful not to make these common mistakes along the way!

Marketing and Appointment Setting Lessons from Mike D’Antoni, Houston Rockets Head Coach

Lead Gen GoalMike D’Antoni is the head coach of the Houston Rockets and is one of the most influential people in the NBA; his style of fast-paced, pass-intensive basketball that relies heavily on the 3-point shot has become the predominant style in today’s professional basketball game. But what can marketers learn from a basketball coach when it comes to appointment setting? The truth is, the same types of personal strengths that have made Mike D’Antoni successful as a coach can also help you get better at appointment setting.

 

Here are a few interesting lessons from this article about Mike D’Antoni, and what we can all learn from his approach to coaching and life:

 

1. Be persistent! Mike D’Antoni has been fired many times, and he and his wife have moved 13 times in 31 years of marriage. The life of a basketball coach is uncertain and full of rejection, but he keeps bouncing back. When you’re doing appointment setting, it’s important to maintain that same sense of calm persistence and resilience. Not everyone will want what you’re selling, not everyone wants to talk to you, not everyone wants to move on to the next stage of the sales process. But if you can keep calm and keep moving forward and keep doing the work every day, you will get results.

 

2. Defy conventional wisdom. Today’s NBA looks very different from the style of basketball played 20 years ago, and it owes a lot to Mike D’Antoni and the high-speed offense with lots of three-point shots that he introduced to the league when he was the (now-former) head coach of the Phoenix Suns. People thought D’Antoni was crazy at the time, but the advanced statistical analytics have caught up – as it turns out, the entire NBA was under-valuing the 3-point shot! Teams that shoot more 3-pointers have a higher chance of winning the game than teams that settle for 2-point shots. Mike D’Antoni was an outside the box thinker and he has been vindicated – his style of basketball has made the 2018 NBA what it is today. Lessons for the rest of us? Don’t be afraid to think creatively and totally reinvent the way things are done at your organization or in your industry. What’s your industry’s equivalent of the undervalued 3-point shot? How could you change your processes or change your approach to reimagine the best way to find sales leads or do appointment setting? Bringing some fresh thinking to just one stage of your sales process could unleash huge improvements.

 

3. Have a good sense of humor, have fun! D’Antoni is known for being (by the standards of professional sports) a pretty humble person and having a great sense of humor; he calls himself “the Forrest Gump of basketball.” Even though D’Antoni’s teams have not won an NBA championship, even though he’s been hired and fired many times, he is comfortable with himself and he loves to laugh. Try not to take yourself too seriously; that will help you manage the ups and downs of appointment setting. We all need to be able to laugh at ourselves sometimes and keep perspective about the bigger picture.

 

4. Build strong relationships. Basketball is not about X’s and O’s, it’s about teamwork and chemistry and personal relationships. The five players on the court have to be able to trust each other and build off of each other’s ideas. Mike D’Antoni is still in touch with lots of players and former staff who have worked with him over the years and he’s tried not to hold grudges, even against people who treated him unfairly at previous coaching jobs. Appointment setting is also about building relationships and keeping in touch with people for the long-term. Every single person you know in your professional network, and everyone they know could be a potential source of leads. Don’t burn bridges. Don’t be too quick to discard or disregard a business relationship. You never know who might be the next source of big sales results for your company.

 

Even though he hasn’t (yet) won an NBA championship, Mike D’Antoni is one of the most respected and influential coaches in basketball. He keeps working every day on building relationships and creating a process for bigger success. In a way, that is the ultimate game of appointment setting – it’s not just about the end result of “winning a championship” by closing a big sale, it’s about all the little things along the way: building relationships, building trust, doing the research and legwork to know more about prospective buyers, and everything else that leads up to a sale. Some of the best coaches are process-oriented: they find joy in the work. Hopefully, your appointment setting process can do the same.

4 Effective Techniques Only Pro B2B Lead Generation Companies Use

Lead Generation TechniqueIn today’s, competitive environment a lot of businesses striving hard to generate quality B2B leads to drive sales. So, how can your business effectively generate leads? Can B2B lead generation companies out there in the market actually deliver the Holy Grail that each and every business is looking for – the right amount of qualified leads in order to keep their sales pipeline moving? Not sure about every company but some of the B2B Lead Generation Companies apply the latest methods over traditional methods in order to achieve their lead generation target effortlessly.

 

Below are 4 Useful lead generation tactics that professional B2B Lead Generation Company put into action

 

1. Referral system – Referral is a more powerful way to get good leads compared to thousands of presentations. If your vendor/customer is recommending you and is encouraging other people they know to use your products or services, then it is the most desirable prize in selling, other than a sale. The referral system has the ability to make your lead generation easier and more professional and brings a higher return on investments.

 

2. Industry Research Reports – Another tried and tested technique to generate leads is to proffer full research reports or executive summaries of the industries you cater. By doing so, you will be benefitted in two ways. First of all, these documents are a brilliant source for generating industry-specific leads. And secondly, they increase your credibility and fortify your brand presence. Although, you must make sure that your research topics are of special interest to your target client group. Also, these research studies can be an outstanding medium to partner with a trade association or a noncompeting organization to decrease your marketing cost and increase your reliability.

 

3. SEO, SEM, & PPC – One more method to generate lead with the lowest cost per acquisition is via Pay per Click (PPC), Search Engine Marketing (SEM), and Search Engine Optimization (SEO). These digital techniques are the most effectual way to generate leads because when companies need information about any product or service they search on Google. Hence, PPC, SEM, and SEO can be the efficient means to promote your websites through paid advertisements.

 

4. Direct Mailing – One of the most flexible means that provides you access to any number of prospects for generating sales leads. It helps you to showcase all the benefit of your product or service over those of your competition in a manner that’s totally consistent. Using direct mails, you can reach the right set of audience with the right offer and the right message which is the key to success. This is because the only thing that matter is how many sales or inquiries your mailing is ultimately generating.

 

The final say

Now that you are aware of the useful lead generation techniques only experienced B2B lead generation companies implement, make sure to choose the right partner. Have a robust lead generation plan created and executed by a leading B2B Lead Generation Company and have more leads, more prospects, and much more sales.