Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. Want Lead Generation Techniques That Work?

Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? Back then, we stored and accessed lead generation data in our heads.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

Your lead generation process plays out like this: You don’t have enough leads in your pipe, and your reps aren’t calling high enough. In most cases, their lead generation process depends on marketing to round up online leads. Those leads are not qualified.

The Power of Sales Intelligence #3: Lead generation

DiscoverOrg Sales

So lead generation tools are critical to supporting a company’s growth objectives. While there are many different kinds of lead generation – content marketing, advertising, SEO, email campaigns, cold calling, list-buying, hosting events, and attending tradeshows, just to name a few – a sales and marketing intelligence tool is great for discovering new, quality leads, quickly, as well as enhancing your other lead gen efforts.

Sales Lead Generation: Saving Money – Killing Performance

Pointclear

How successful do you think someone being paid $11 to $12 per hour will be in navigating to, and having conversations with, senior decision-makers at organizations that will spend five to six digits or more for solutions? The point is, not all sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings.

5 Ways to Keep a Decision Maker’s Attention

The SalesPro Leader

Decision makers, as we all know, are busy people. Keeping your decision maker’s attention is paramount to effective B2B lead generation. The article, 5 Ways to Keep a Decision Maker’s Attention originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. They are often in and out of meetings, on conference calls, and traveling.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. ” New decision-makers want to show early success to gain the trust of superiors.

How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! I could picture the sales rep on the receiving end of that lead generation form, already ramping up to barrage me with emails and stupid cold calling scripts. Referral Lead Generation Takes Personal Connections.

Why Do People Make So Many Lead Generation Mistakes?

No More Cold Calling

Wondering how to generate leads—not just smoke-and-mirror leads, but only qualified leads? Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? There’s no doubt that Account-Based Marketing is on the up-and-up.

How to Identify Prospects: Decision Makers, Gate-keepers and Influencers

MarketJoy

Savvy sales professionals know that the most fruitful lead generation activities come from in-depth knowledge of exactly who you are talking to. It is also about understanding the difference between decision makers, gate-keepers, and influencers. Decision Makers. Every organization has its fair share of people who promote themselves as having buying decisions, when in fact the final ratification comes further along the line. Share.

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Leads suck. James Obermayer | Sales Lead Management Association.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. As a result, I am the lead generator, the SDR , and the closer. Good lead generation systems need a strong foundation.

Successful Lead Generation - One Size Does Not Fit All

Pointclear

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time?

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Finding those connections is key to lead generation and getting referrals. We’re connected to any decision-maker we want to reach by just a few people. The Cultural Connector: Cultural connections can also be a way to generate new sales leads.

Lead Generation: A Watched Pot Never Boils

Pointclear

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

We’ve gathered a list of the best lead generation tools on the market today. Building a successful business starts with great leads. Previous generations spent hours making phone calls or blindly visiting businesses, asking to speak to the person in charge. Lead Forensics.

What You Can Do About the Glass Ceiling

No More Cold Calling

Yet, we still hear of discrimination against women and, frankly, anyone who looks different than decision-makers and hiring managers. Here’s why women are good for the bottom line.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different!

7 Lead Generation Ideas You Need to Try ASAP

Growbots

Generating leads can very often be exhausting, frustrating, and ultimately fruitless. If your efforts are reaching the wrong companies or employees that aren’t decision-makers, it can tank your conversion rates to nearly zero. 7 Lead Generation Ideas You Need to Try ASAP.

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Pointclear

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

Other questions in the survey related to spend on content management, email automation solutions, lead generation, and mobile marketing solutions. What pain points keep CMOs up at night?

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Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

Pointclear

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. They also optimize sales lead quality, lead rates, lead velocity and resource productivity.

Lead Generation Best Practices: Summarizing the 7-Part Series

Pointclear

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition. Sales and marketing must agree on the criteria for a lead to be qualified for hand-off. Use multiple touches to connect and engage with decision makers.

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

What is more important than generating qualified leads, getting every meeting with decision-makers, closing deals, and generating revenue? Asking for referrals might be hard, but it pays off big!

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%).

A Healthcare Information Technology Lead Generation Success Story

Pointclear

Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Identify high-level decision makers in prospect companies. A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

All attendants expect to see a return on that investment: leads. Lots of warm leads. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. From our Director of Sales Development, Jake Shaffren, these ten steps will have you swimming in leads: Locate a list of sponsors and attendees. As DisoverOrg’s VP of Sales, I lead our popular Trade Show ROI webinar.

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

Pointclear

Results multiply when lead nurturing strategies multiply. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints. Mid- and long-term nurturing assures continuous coverage of high-value qualified leads so the latest touch-point coincides with the prospect’s need window.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3)

Pointclear

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale. B2B sale complexity impacts cost-per-lead. And the right marketing KPIs are very different from cost-per-lead metrics.

Why Women in Sales Don’t Want to Work for You

No More Cold Calling

There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. It wasn’t that way in previous generations. Attending business networking events is not necessarily about getting leads.

How To Keep Generating Fresh Leads

MTD Sales Training

Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Linked-In – key decision maker’s backgrounds. Approach the new leads in different ways. The post How To Keep Generating Fresh Leads appeared first on MTD Sales Training.

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Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

Top performing B2B sales organizations rarely employ just one lead generation tactic. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Lead Quality Drives Increased Revenue.

7 tips to improve your cold calling and lead generation

B2B Lead Blog - Inside Sales

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Always ask if there is an alternative decision-maker available as well.

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Sourcing the right leads and crucial information needed to reach that prospect. Connecting and engaging with those leads and converting them to pipeline opportunities. Reaching C-Level Decision Makers on Social Networks. Wednesday June 10, 10:00 am PT/1:00 pm ET.

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Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees.

How to Identify Strategic Accounts for Your Account-Based Sellers

No More Cold Calling

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. Strategic accounts are the ones where you have room to grow and access to decision-makers, and where you provide real value.

Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

With the martech mandate of personalization, engagement, and automation – lead by an experienced CMO – we think Bullock’s pain points represent a lot of marketing decision-makers out there. When your sales lead is the CMO – What’s a good sales pitch? “I

Cold Calling Techniques Make Your Pipeline Fat, but Not Fit

No More Cold Calling

Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. But are those really leads, or just smoke-and-mirror numbers? Management doesn’t need more leads in the pipe; they need more qualified leads.

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. There has to be an easier way to score qualified sales leads! Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. Lead generation is tough.