Do you know whether your marketing is working? Whether it’s improving, or it needs assistance? Without a set of key performance indicators (KPIs) it’s impossible to gauge the effectiveness of your marketing efforts and determine whether you might need some lead generation assistance to boost B2B sales. KPIs exist in every industry, but some areRead More
360topline™ / perspectives on B2B sales lead generation.
360topline™ / perspectives on B2B sales lead generation.
360topline™ / perspectives
on B2B sales lead generation.
You can lead a horse to water, but can you make it drink? That’s essentially what a sales team is up against when they are given B2B sales leads to convert. They might be used to dealing with pre-existing customers, but for a business to grow, sales teams must convince new prospects to buy fromRead More
How many times has a sales person said that the B2B sales lead they received was unqualified, poor or just plain bad? Let’s face it, some sales leads really are poor. But many could be terrific if put in the hands of a well-equipped sales person who knows their business, has taken the time toRead More
No doubt you’ve heard about inbound marketing and outbound marketing. They’re often viewed as choices that a marketer makes when deciding how to generate B2B sales leads. Instead of thinking about this as a choice, it’s better to view them as complementary forces. Combining inbound and outbound forces can create a more cohesive – andRead More
The typical customer lifecycle goes something like this: Target, Acquire, Support, and Retain. If a company can continue to offer the same level of product or service – or improve upon it – there should be no problem retaining them as a long-term customer, right? If only it were so simple. 360 Leads can helpRead More
There are warm B2B sales leads, hot sales leads and those that are just simply not really B2B sales leads at all. So, how do you know the difference between what’s hot and what’s not? “There are three main things to consider when determining the quality of an initial sales lead”, says Christine Britsas, RegionalRead More
In a B2B lead generation campaign, low-tech tactics can offer serious upgrades to high-tech solutions – especially when it comes to results. Recently, Leigh-Ann Clarke, VP and General Manager of 360 Leads and our sister company, Clever Samurai covered this high-tech/low-tech topic in an article for Direct Marketing Magazine. Specifically, how a e-mail lead generationRead More
B2B sales lead generation comes in different forms. 360 Leads is fortunate to have varied means to support our clients in generating more qualified sales leads. One way that we’ve found successful has been through the production of online video, usually part of a broader sales lead generation campaign. According to Google, 70 per centRead More
To thrive in today’s world, companies need to move beyond the customer journey. To reach their full potential and earn loyal clients for life, companies need to maintain a permanent presence in the lives of their customers, an endless relationship not confined to separate episodes of actively considering a purchase. This is as true forRead More
B2B Lead generation is a massive industry, with countless verticals capturing qualified leads that can be sold to companies looking to acquire new customers. But according to The Black Report, only 17.3 per cent of companies actually reach their lead generation targets. There are different lead generation verticals geared to different industries, but the mostRead More
Lead generation buyer personas are shorthand for the different types of individuals most likely to buy your products or services – basically fictional examples of your ideal customers, like IT Irene, Mechanic Mike, or Builder Bryan. Why are they helpful? Because having a deep understanding of who your target sales leads are will increase theRead More
How many companies struggle with finding the answer of ‘how do I get my sales people to sell more?’ Maybe if I get them more sales appointments, get them more B2B sales leads, get them support from an inbound B2B sales lead generation program – yes, then they will sell more. All of that isRead More
The new year is for new beginnings and if your lead generation needs a reboot, now’s the right time to give it the attention it needs so the year ahead will be a success. Here are some helpful tips for the coming year. Review your successes (and flops) What were your goals for 2018? DidRead More
Your next customer is only a call away. That is, if you or your lead generation company picks up the phone. Needless to say, because of this, telemarketing or telesales gets a bad rep; those poorly-scripted calls are made in the hundreds if not thousands, from disengaged people focused on quantity and not quality. It’sRead More
It’s no surprise that living a healthier lifestyle often tops the list of New Year’s Resolutions year after year. Companies focused on B2B demand generation can also use this renewed focus to build a robust pipeline, garner more leads and improve sales making for a much healthier bottom line simply by committing to quality data. While it’sRead More
An effective B2B sales team turns leads into concrete wins, but a witch’s brew or a fairy godmother can’t make this happen overnight (no matter what time of the year it is). Monster sales effectiveness happens when there is a shift in thinking and not just by following a list of actions. How, you ask?Read More
Winning new customers builds internal enthusiasm and turns B2B sales champions into company heroes. A Bain & Company study highlights that increasing customer retention by 5% can increase profitability by 25% to 95%. Within the US credit card industry, Forbes reports that providers deal with annual churn rates of 20%. Imagine the massive profitability ofRead More
A sales team is only as good as their pipeline. How your company obtains new B2B sales leads and grows existing clients is based on the opportunities, database and relationships your sales team has with qualified prospects. The biggest misconception is that a full pipeline is a healthy pipeline. That is not always the case.Read More
Telemarketing. Some might classify it as the underbelly of B2B sales and marketing, filled with companies using offshore low-cost, high-volume call centres and reciting poorly developed scripts trying to sell something that somebody doesn’t really want. This lead generation stereotype has created a fear in many marketers of using the telephone as a sales andRead More