Having lead development attend sales calls is an asset to the sales team. Others believe it interferes with sales. Here we look at both sides of the issue.
One theory in Sales is to call an hour before or an hour after normal business hours to get in touch with executive level decision makers. Does it pan out?
Does direct mail open an increasingly overlooked connection? How do you stand out? You try what everyone else is NOT doing and hope to get noticed and heard.
There are pros and cons to leaving a voicemail message for prospects. I am a proponent of leaving a message for five simple reasons. Do you agree with them?
Monitor your focused outreach lead generation initiative against your goal. Are you meeting the objective? If you are, great. If not, learn why and adjust.
To get desired results from the focused outreach initiative, train in depth. Meet to deal with questions that arise in talking with clients or prospects.
Planning your focused outreach effort is critical. Discuss, get input, agreement and approval to provide a framework for implementation and adjustment.
Sales and marketing improve the lead qualification process with really superior communication between representatives. Align goals with 6 tips to refine your process.
Lead source data tells how a visitor or buyer heard about your company. Knowing a prospect has seen a specific webinar or whitepaper guides your efforts wisely.
How to Use Standard Criteria to Define Your Target Market: look at 4 criteria commonly used to define target markets, like company size, # of employees, & location