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B2B Lead Generation Insights and Ideas

Sales lead generation – 20 to-dos for 2020

By now, unless you’re taking an extended break (and lucky you if that’s the case), you’re back to work after the holidays trying to plan your sales lead generation strategies. While some of us come back to a mountain of deliverables, sometimes it can take a bit for sales leads to ramp up at the beginning of the year. Either way, the post-holiday slump is a real thing, with many of us still feeling the physical and financial overindulgence of the holidays, and, if you’re in the northern hemisphere, you’re probably already tired of the winter weather too. To help get some motivation and inspiration for your sales lead generation, here are 20 things you can do to kick your 2020 B2B demand generation strategy into gear.

1- Review what lead generation strategies worked.

With 2019 still fresh in your mind, it makes perfect sense to take a look at what your sales leads wins and losses had in common. Was there a process you used in your lead generation that was particularly successful? Were there any standout moments, good and bad? Now is the time to figure out what you want to keep doing, and what you’d like to avoid, this year and possibly forever.

2- Make some S.M.A.R.T. sales goals.

First seen in the November 1981 issue of Management Review by George T. Doran, and later made popular in Peter Drucker’s management by objectives concept, “SMART” is an acronym for:

  • Specific– target a specific area for improvement.
  • Measurable– quantify or at least suggest an indicator of progress.
  • Assignable– specify who will do it.
  • Realistic– state what results can realistically be achieved, given available resources.
  • Time-related– specify when the result(s) can be achieved.

There are also some variations of what each letter stands for, such as “Agreed, “Attainable and Achievable” for the “A” and “Relevant” or “Results-based” for the “R.” So feel free to customize them as you see fit.

3- Bring in the experts.

Sometimes a fresh and trained perspective makes a huge difference. Specialized lead generation companies like 360 Leads can help you find the gaps and the opportunities. They do this by taking a deep dive into every aspect of your sales lead management operations, from call shadowing and instructional support, to integrated sales lead generation campaigns and post-campaign follow-up.

4- Do some digital housecleaning.

Clean Out Your Computer Day is the second Monday in February (Feb 10), but you could always get a jump start on it now. A new year is a great time to organize your B2B sales leads files and folders. It’s a satisfying feeling to hit “delete” on junk files, duplicate files and old files and programs you’re no longer using.

 5- Reconnect with prospects that ghosted you.

Potential clients that weren’t interested last year, or were simply too busy to reply, might very well be interested now. A new year is a great opportunity to check in and say “happy new year” and ask what their goals are for 2020. And if you’re doing any “digital housecleaning,” cleaning out your email is also a great way to uncover some of these sales leads.

6- Engage in “Compliment Day” Jan 24.

Not that you really need an excuse to tell your coworkers that they’re doing a great job, but participating in Compliment Day on Jan 24 is a chance to have some fun with it. You can also take it beyond your own team and send out a complimentary note to your sales leads, partners and clients. You could even leave a positive online review for businesses you work with and hopefully they will return the favour.

7- Take a closer look at your customer service.

It’s been predicted that by 2020, customer service will overtake price and product as the key differentiator between brands. As outlined in this infographic, a whopping 86% of customers say they would pay more for better customer service and 91% said they would leave after a negative experience.

8- Make sure your website is “mobile responsive.”

If your website doesn’t work properly on a smartphone, this is something you should address ASAP. Stats show that 61% of customers likely won’t come back to a site that gave them trouble and 40% would use a competitor’s site. 66% of online shopping is via mobile (with that number steadily increasing) and more Google searches take place on mobile devices than computers in 10 countries. Among other Mobile Marketing Statistics Every Marketer Should Know, 91% of American adults have their smartphone within reach 24/7.

9- Review your insurance coverage.

As explained in this article from Forbes, “If you’re happy with how much your insurance costs, you’re not doing it right.” Business risks are changing rapidly and it’s important to make sure that you’re covered for things like cybersecurity.

 10- Reach out to new hires.

 As mentioned in this article about re-engaging prospects or qualified sales leads after the holidays, companies tend to hire a lot of new staff at the start of the year. A deal that stalled in Q4 could be revived through a new hire who is eager to add value to the company.

 11- Get some plants.

Besides just looking nice and helping you to get some “greenspace” indoors, scientific studies have actually proven that offices with plants make staff happier and more productive.

 12- Look for ways to give back.

Practicing CSR (Corporate Social Responsibility) is just smart for two major reasons: 1) you’ll feel good about doing it and 2) you’ll look good for doing it. It doesn’t even need to be particularly expensive – your team could participate in a volunteering event such as a food drive or donate blood as a group. (Fun fact: January is also blood donor month.)

13- Help your site get better SEO.

Did you know that 81% of customers do online research before buying but 75% never scroll past the first page of search engine results? There are many different tools out there to make your site more search engine friendly, such as Google Search Console (which is free!). It’s also very important to use a good hosting provider, make good use of keywords and keep your content fresh by updating it regularly.

14- Add a chatbot to your site.

As explained in this blog, a chatbot is a very effective inbound marketing technique for lead generation, as it can help your site’s visitors to find the information they’re looking for faster. If you do it right, it can be a very enjoyable and even entertaining experience for your target.

15- Write it down.

Handwriting Day is January 23, and it’s worth picking up a pen for. Various studies have shown that writing by hand, specifically expressive writing about thoughts, feelings and goals, can help to boost the happiness, health and productivity of your B2B sales team.

16- Make some cold calls.

Believe it or not, The Black Report, a survey of over 300 executives around the world, found that outbound telemarketing was their most effective lead generation marketing channel. In a digital world, there just is no substitute for a human being. This blog and this blog have some helpful tips to help you make the most of every call.

 17- Ask your best customers for referrals or reviews.

If you have happy, long-term and loyal customers, there’s an excellent chance they would recommend your business. Whether it’s a 5-star online review, being a reference for a potential prospect, or giving you some names of companies that they know could use your solution, you’ll never get what you don’t ask for… so just ask!

18- Learn about TOFU, MOFU and BOFU.

You likely know tofu as a soy-based vegan meat alternative and have no idea what the other two are, but TOFU, MOFU and BOFU are actually acronyms for targeted marketing: Top Of Funnel (traffic generation), Middle Of Funnel (demand generation) and Bottom Of Funnel (lead generation nurturing and customer acquisition). There is no such thing as “catchall content” anymore – you need to nurture your sales prospects (and support your sales team) at every stage in the lead generation game.

19- Keep remote workers engaged.

With the evolution of technology, B2B sales staff can do more remotely than ever before and working from home has become the norm for thousands of us. This article has some good tips on helping remote workers to be as effective and engaged as possible despite the distance, such as prioritizing one communication platform and sticking to a schedule.

 20- Celebrate “Fun at Work Day” Jan 31.

Sometimes the worst thing we can do is take ourselves too seriously. Nothing breaks the tension and helps with stress relief like a good laugh. In fact, playing at work has been actually proven to boost productivity by 20%! Fun at Work Day, held on the 4th Friday of January, is the perfect opportunity to plan something fun for your team.

Hopefully, one or more of these suggestions resonated with you, and you’ll consider making them part of your B2B sales lead generation process. No matter what, remember bonus tip 21: breathe. All we ever have is this moment, so make sure you’re always there for it. And if you need any help getting those new sales leads, contact us to find out more about our lead generation services. We wish you a prosperous lead generation year and successful 2020!

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B2B Lead Generation Sales Team Performance

How to implement B2B sales lead scoring

Once you’ve got a reliable B2B sales lead pipeline, your focus shifts from getting those leads to identifying, nurturing, and closing them in order to make sales. But not all sales leads are created equal. You shouldn’t spend the same amount of time on every one that comes across your doorstep. Many companies have great website traffic, visitor engagement and repeat visitors that could all be considered warm leads. Developing specific scoring criteria on what is and isn’t a lead can be the difference between salespeople wasting their time and investing it against real prospects.

So how do you determine which ones are ready to commit to a purchase, which ones are lukewarm and need nurturing, and which are just kicking tires and not worth spending any time on?

Many advantages of a B2B sales lead scoring system

The way to answer those questions is to create a B2B sales lead scoring system. Lead scoring gives each one of those sales leads a ranking based on their activities – whether that’s on your website or through any of your content marketing devices, e.g. newsletters, social media posts or ads. The lead scorecard for each company will differ but not having one means there is no benchmark for determining what you classify as a sales-ready lead.

The power of scoring leads goes beyond simply boosting sales. You will find that it gives both sales and marketing a common language that helps to align them. Marketing will have a numerical value for each lead and can alter inbound marketing to target specific factors to generate more leads that meet specific criteria. It also allows marketing to better refine its messaging for top leads, testing approaches that might not work for less interested leads. For instance, you might be able to contact these leads more often or be more aggressive with your calls to action (CTAs). It also allows you to identify those highly satisfied customers who can act as champions for your company, especially when given encouragement through a targeted campaign.

How to keep B2B sales score

Setting up a scorecard can be relatively simple, by identifying the most important factors and giving them more weight than the “nice-to-haves.” First you need to establish the minimum criteria by which a customer is defined. These are qualifying characteristics, like: Must be in a specific service area, or Must be 21 years of age or older.  Then, identify the qualities that your targets usually possess. These are common but not necessarily essential, like the table stakes criteria we just discussed. The marketing department should be able to provide data here as they’ve likely done extensive research into who your typical customer is. Third step is to identify your ideal customer, those who the sales team would regard as having the most potential. What makes one prospect better than another? Someone in control of a certain size budget? A short timeframe in which to make a purchase?

Now that the characteristics have been listed it’s time to assess the behaviour of leads, the kinds of activities that suggest their level of interest and readiness to purchase. These activities are what moves them up or down the rankings, depending on the kind of activities they’ve engaged in and how frequently they’ve interacted.

Make a list of behaviours

Begin by listing all possible behaviour sales leads can engage in. While some behaviours are more important than others, it can be helpful to assign a point value to all behaviour (even if it is a very small value). So, don’t leave anything out just because it seems unimportant. Your scorecard should include site visits, fill forms, download requests, webinar participation and more. Here are some of the lead’s activities that earn points in the lead scoring model:

  • Visited a webpage
  • Number of website sessions
  • Participated in a webinar
  • Looked at pricing
  • Started a free trial
  • Filled out a contact form
  • Downloaded a lead magnet, like a white paper
  • Opened an email
  • Clicked on a link in a newsletter
  • Replied or forwarded an email
  • Shared content on social media

Some of these behaviors will be “critical conversion behaviours” (activities that most of your leads do prior to becoming customers). These might be things like signing up for a free trial or requesting a sales demo. A thorough analysis of your Google Analytics data should make these defining behaviours obvious.  Mark your critical conversion behaviours with a star so you can give them appropriate emphasis when it’s time to assign points to rules.

Assigning points

For most companies a straightforward 1-to-100-point model will be enough. For B2B lead generation, a company might want to use a thousand-digit ranking, giving small, medium and large businesses a 1, 2 and 3 first digit. So, a lead with a score of 3062 would be a large company with a 62-point score. Another technique is to define the three (or more) minimum criteria – “table stakes” – to be considered eligible as a lead. If you assign 100 points to each of these, and decide they need to have at least three of these essential characteristics to qualify, then a lead with a score of 435 would go into the pool, but one with a score of 282 would not. This ensures that a bad lead never makes its way to the sales team, no matter how many of the behaviours rules they trigger.

Reassess lead scoring criteria regularly

Setting up a sales lead scoring system can be as simple, or as complicated, as you can get, given your marketing data. You’ll have to tweak it as you use it and check it against conversions regularly to ensure you have set up a system that works. Remember: no matter how qualified a lead is, some will never convert. So be prepared to see some inconsistencies when reviewing results.

We know all about lead scoring because we’ve implemented it for dozens of our B2B clients in all kinds of industries. Learn more about how 360 Leads can help you put together a winning lead scoring system, by contacting us.

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B2B Lead Generation Insights and Ideas

Best social media for lead generation

Social media for lead generation is a driving force in many facets of our daily lives and for B2B marketers social media platforms are now the number one content marketing tactic – ahead of blogs, articles, e-newsletters, videos, podcasts, white papers and case studies that should be part of your overall lead generation efforts. In other words, if you’re not on it, you’re not in it. Yet some businesses are overwhelmed by all the social networks and think they need to have a presence on all of them. This would be a mistake, as it is difficult enough to have a meaningful presence on one platform, let alone all of them. You would be stretching your marketing resources too thin; instead, for lead generation, focus on the platforms where most of your potential customers are, and build your social media presence from there.

Start by looking at your audience and researching which social media networks they most commonly use, how they use them, and which platforms best fit your products or services. For B2B lead generation, LinkedIn, Twitter and Facebook are the best bets. People turn to these sites to interact with their peers and friends, hear the latest news, track the markets and keep up with developments in their fields. For many users, social media is a form of professional development where they come to learn about new products and services that can help them in their own business. This makes it an ideal place to position your brand as a valued contributor of information to elevate your visibility among potential customer and clients. It’s a sell-free environment, meaning you can communicate and cultivate sales leads without the pressure of having to close. It’s a long game but one that you absolutely must be in, so here are some tips to make the most of your time and effort on the social networks.

The three goals of a B2B social media strategy are to build brand awareness, showcase your expertise, and make B2B sales contacts. Here’s how to do it on the top three B2B social media networks.

LinkedIn

LinkedIn is perhaps the best platform for B2B lead generation, mainly because it’s filled with decision makers looking for ways to improve their business, find their own leads and strike up meaningful conversations. LinkedIn folks are receptive to a blog post that addresses something in their business that needs attention or a big fix. It’s also a place to stimulate thinking on aspects of their business they might not have thought about recently. One big bonus of this site is its notification system: whenever you visit a user’s LinkedIn profile that user is immediately alerted, and in most cases, they’ll check the profiles of anyone who’s viewed theirs. This acts as an introduction service, which is key for building awareness of your company before you actually initiate first contact. You can see which groups your target audience is a member of and can see what they’ve posted recently or commented on. This is invaluable in getting to know your prospects. Comment on their shared content, post your own relevant content and act as a friendly authority on the subject matter.

Twitter

A favourite of journalists, decision makers and a certain U.S. president, Twitter is where thousands of conversations are happening all at once. You will want to stay on top of your timeline so you can make contributions on a regular basis, whether that’s commenting on shared content, retweeting tweets and hashtagging keywords relevant to your industry, or following key people. One way to organize Twitter accounts you follow is by creating lists. You can create your own lists or subscribe to lists created by others. Viewing a list timeline will show you a stream of Tweets from only the accounts on that list so you don’t have to scroll through hundreds of general, and likely unrelated, tweets. For instance, if you’re in the automotive parts business, you could create a list of Manufacturers, another one called Automotive journalists, a third called Competitors. If you want to see what your competitors are tweeting, a list can make it easier to catch up on conversations. It takes a bit of organizing, but it is incredibly helpful if you want to use Twitter strategically instead of getting lost reading Twitter tirades and all the replies. Smartly crafted feeds can also be a great tool for social listening, especially if you’ve curated lists of your competitors. In addition to monitoring tweets, lists offer another way to keep tabs on the competition. From each competitor’s profile page, you can see what lists they’re subscribed to, and what lists they’re included on. This can give you valuable information about who your competitors are keeping an eye on and interacting with, so you can do the same.

Facebook for lead generation

If you think the world’s most popular social media network isn’t the place for B2B marketing, think again. Beyond brand and reputation management, with its massive audience and engagement, Facebook also provides invaluable advertising intelligence about your audience. Imagine using Facebook retargeting to show ads only to people who have visited your website. There are reams of data available once you establish a presence. Be aware of shameless self-promotion, or just posting offers or coupons. The idea is to sell your company’s story, provide useful information, and never try to fool your audience. Be honest, human and transparent and your audience will appreciate your candor and trust your insights.

By now you now that B2B social media works better as a tool that you can use to influence your sales targets, rather than a channel to direct conversions. Because social networking sites so thoroughly blend personal and professional interactions, it’s vital to never come across as a spambot fishing for leads. Instead, you should make a genuine effort to join conversations, add value to them, and in doing so present your brand in the best possible light. The ultimate goal is to ensure that each of your potential clients has laid eyes on your brand before you initiate first contact with them.

Find out how 360 Leads can help you harness the power of social media to generate B2B sales leads. Contact us today!

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B2B Lead Generation Uncategorized

Generate leads by opening the gates to good content

The majority of B2B content to generate leads is gated, meaning to get access to information, users must submit some of their personal details. But is this the best approach? Consider that once you’ve put the final touches on a white paper or a case study and you’re ready to unleash it on the world, putting it behind a gate could reduce its download rate by about 95 per cent.  That might be fine if you already have a profile in your market, like IBM or Cisco. But what if you’re in the middle of rebranding or just starting to put yourself out there as an expert? Wouldn’t it be more important to create meaningful touchpoints and get the word out about your services or solutions to as many people as possible, rather than just lock it up and hope the downloads happen?

A one-two punch that will generate leads

While gated content remains a mainstay of B2B lead generation marketing, some experts believe a one-two punch works better. Real-Time Marketing and PR author David Meerman Scott suggests companies offer one of their best pieces of content ungated and at the end of it list a secondary and equally compelling offer. The idea is that if you show customers the kind of expertise you can provide, they will want more. If you immediately ask for emails and info before providing any information, you’re setting up an adversarial relationship that is a turn-off for most people.

Scott estimates that ungated content gets between 20 and 50 times more downloads, therefore a gated white paper that gets 2000 downloads could potentially get up to 100,000 if offered up for free. Then, if just 5 per cent of them go for the second piece, you’ll end up with potentially 5000 sales leads.

Gated versus ungated

There are believers in gated content who say experience has shown them that gating content is the better way to acquire sales leads. Debra Ellis, founder of Wilson & Ellis Consulting tried ungating and gating the same piece of content on alternate days. While she found that downloads were almost 50 times higher on ungated days, the contacts who ended up calling her company had downloaded the guide on a gated day.  It proved to her that those who are seeking the kind of information and service your company can provide, are willing to pass through the gate to get to the stuff they want.

Both insights are valid when it comes to demand generation performance, but if you have a piece of content that is dynamite, why not offer it for free? It’s a way of getting your expertise, services or solutions out there, and those who take you up on your second gated piece are those who really want to work with you in the long run.

To recap, creating great content is no longer the finish line, it’s the starting line in successful lead generation business campaigns for a conversation with your customer. Businesses have to cultivate new relationships starting with some “no obligation, risk-free information” that will help potential customers with their everyday struggles. If you deliver relevant, actionable business information to readers, they will want to keep getting that from you, and your content will have done its primary job of generating sales leads.

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Uncategorized

B2B lead generation leaders are…

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 most effective are those which attract numerous, deep-pocketed buyers with a high volume of search traffic (as opposed to a reliance on personal recommendations). A few of the standouts are the legal and education industry, in which the value of a converted lead is high. Some others are business and professional services (which reach 23.3 per cent of their targets), Technology (which reaches 21.4 per cent), and Financial services (which reach 41.7 per cent of their targets).

But what, beyond their demographics and size, do these markets have in common that leads them to perform better in B2B sales performance?

A few things.

People looking for legal services and educational opportunities are actively searching online and are typically heavy users of digital services, and therefore easier to reach with an online lead generation campaign. Sales lead generation is a better-established practice in financial and professional service industries, and digital lead generation has a long standing prevalence in technology industries, so the fact that these sectors are top performers in this area is understandable.

Manufacturing (where lead generation reaches just 7.7 per cent of their targets), and the healthcare and pharmaceutical industries (reaching just 12.5 per cent) are more recent adopters of lead generation, so there’s a learning curve there. In addition, these companies may have less marketing-oriented cultures, and may operate in environments with rigorous regulatory and privacy requirements that limit certain types of lead generation activities.

If this sounds like your company, you might need to retool your lead generation programs to get better results, and that means:

  • Examining channel choices, measuring ROI, eliminating what isn’t working, and doing more of what is.
  • Combining a mix of tactics anchored by relevant offers to build effectiveness across all channels.
  • Matching budget priorities to B2B sales objectives to ensure lead generation is sufficiently resourced.

If you are handling your own lead generation you have to find a way to bring sales, marketing and operations to the table to commit to a shared focus and accountability for topline growth. For some companies this is easier said than done, with teams widely dispersed or working remotely which can prove difficult to coordinate. Sometimes it makes more sense to get an outside lead generation company to put their focus and expertise to work for you.

A lead generation company can address specific needs, such as these:

  • If data acquisition is an issue, an expert can provide specific, targeted data matched to an ideal customer profile (industry, business size, geographic location, job title etc.).
  • If lead generation program strategy and planning is weak, an expert can create an efficient, systemized approach to lead sourcing, nurturing, qualifying and sales appointment booking.
  • If website results are limited, a digital lead generation expert can improve website metrics and develop digital advertising campaigns and optimized landing pages.
  • If outbound telemarketing isn’t getting results, a lead generation expert can get sales reps off the phone and in front of the right people.
  • If there’s a great story to tell, but it isn’t being told, a lead generation company with integrated marketing and communications expertise can help craft a compelling brand message and awareness-building campaigns.
  • For companies of every size, effective, ongoing sales lead generation is the foundation for sustained topline business growth. If it’s not on the radar as a key strategic priority, it should be.

Learn more about how we can help you with qualified B2B sales leads by contacting us.

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B2B Lead Generation Insights and Ideas

The best marketing strategy might be sales lead generation

Brilliant marketers understand that qualified sales leads often start in the marketing department. According to The Black Report, a global sales lead generation study by 360 Leads, 72.8% of companies that excel at lead generation have a well-defined, clearly articulated value proposition. These companies know their story, and how to tell it.

Articulating the difference that a company can make for customers is vital. Taking that value proposition and expressing it in a way that’s clear, simple and compelling is something that great marketers know how to do very well; but here’s the gap:

Marketing professionals say their sales lead generation company activities are 35% more successful than sales professionals think they are, and when it comes to the top reasons why lead generation company campaigns don’t perform, they can’t wait to blame each other. But given the importance of developing communications to drive sales leads, marketers should be focused on the shortest distance to profitability.

Marketers need to consider that building a brand is not enough for their lead generation company efforts. In the B2B channel, creating meaningful conversations between professional sales people and qualified customers needs to be a marketer’s key objective.

How do successful companies do that?

The most effective sales lead generation company efforts use outbound telemarketing programs and effective social media. At least in the case of smaller companies. Larger corporations have bigger budgets, so they have a broader opportunity to reach their markets using events, conferences, trade shows, email marketing, direct marketing, and print advertising. They also have larger sales forces, and in most cases, simply because of scale alone, companies with larger sales forces are more effective than smaller sales forces. But size is not the stand-alone reason for more sales success; organizations with larger sales forces have a culture where they understand that marketing’s job is to support the effectiveness of the sales force.

How can marketing support the effectiveness of the salesforce?

For starters, companies who communicate three or more times with the leads they generate are 2.4 times more effective at achieving corporate targets. But most importantly, marketers must focus their communication efforts on the broader business development plan. This means carving out budgets and developing strategy to move the dial on creating qualified sales leads. It will increase profitability, get marketing efforts closer to the bottom line and stop the downward spiral of eroding marketing budgets year over year.

Ready to generate qualified leads for your sales team? Contact us.

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Channel Strategy

Turn digital traffic into real qualified sales leads

In The Black Report™, our global study on sales lead generation, marketers selected digital lead generation as their top lead generation channel, while salespeople selected outbound telesales as their top channel. We say they’re both right, but the important question remains: how do you turn digital traffic into real bona fide sales leads? The key is to integrate the digital leads into a full lead generation strategy.

Here are three things to think about:

Keep score

Not all sales leads are created equal. Many companies have great website traffic, visitor engagement and repeat visitors that could all be considered warm leads. Developing specific scoring criteria on what is and what isn’t a lead can be the difference between salespeople wasting their time and investing it against real prospects. Your scorecard should include site visits, fill forms, download requests, webinar participation, and more. The lead scorecard for each company will differ, but not having one means there is no benchmark for determining what you classify as a sales-ready lead.

More qualified traffic means more qualified leads

Digital advertising campaigns for a client of ours in the B2B category have been setting user engagement records on LinkedIn and industry websites. The click-through rates are frighteningly good, but these numbers mean absolutely nothing on their own, other than our client and our lead generation team get bragging rights. These clicks all link to a very specific call to action, linking to lead scoring and eventually, the wider lead generation program.

Now what?

While every company and campaign is different, an action we often take is to put the B2B digital sales leads into an outbound calling program. Don’t just let these leads sit in a list that keeps piling up. Instead, make contact when the scorecard says it’s time. But don’t be too aggressive or premature with any outbound contact—you only have one chance to make your second impression count! Set the expectation of contact in advance via your digital call to action. Whether it is a phone call, an email, or a social media post, ensure that the prospect knows they will be hearing from you soon.

If you’d like to learn more about how we drive ‘insane CTRs’ to convert digital traffic into qualified sales leads, contact us.