Decades in the business of B2B lead generation has given us insight into the proven methodologies that lead to success in B2B sales.
Our proven approach has been developed through more than 1,000,000 staff hours on the phone for over a 1,000 successful programs on behalf of over 100 clients. This experience and investment has taught us what works, and what doesn’t.
Below find four of best blogs about B2B lead generation skills in which we’ve shared what we’ve learned through many years and many successful programs.
1. How to Find the Goldmine in Your Prospect Database
Chances are good that you have some real potential in your prospect database. Inside sales staffs tend to focus their energy on deals that are approaching a close, and never get back to their original call list.
This blog explains why revisiting your database when in search of a new lead is a good idea, and what to look for to uncover potential leads. We also show how a different approach to the same prospect can result in a closed deal.
2. Two Quick and Powerful Ways to Warm Up A B2B Cold Call
For complex B2B sales, cold calling is an effective and successful technique, even with the infinite amount of information and buying opportunities available through the internet.
It’s important, however, to understand the limited amount of time prospects have in their day, especially those at the C-level who are capable of making big-ticket budget decisions.
Here, we offer two ways to quickly warm up a cold call that will catch the attention of your prospect and give you a chance at starting a real conversation about what you are offering.
3. 4 Ways to Improve Your Listening Skills and Increase Your B2B Leads
“Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” — Roy Bartell
In my experience, the most successful sales call is the one where your prospect does most of the talking.
When you’re working your way through a prospect list it’s easy to focus solely on your own message, but the best way to increase your success is to really listen to what business pains your potential customers are experiencing and what they have to say about it.
This blog offers four practical ways to improve your listening skills on your next cold call.
4. B2B Lead Generation – 3 Elements of a Successful Sales Call
What makes a sales call successful? What are the fundamentals you should know so that each time you pick up the phone you have a game plan?
In complex B2B sales, each call is going to look different. The goal should be to have a meaningful conversation and listen to your prospect in order to determine if your solution, product, or service is a good fit.
However, establishing the structure and goals of your call beforehand will help you move your prospect along efficiently and in the right direction. Here we show you how to do that.
These four blogs are a relatively quick read but are full of information gleaned from many years in the B2B lead generation sector.
Sometimes a slight shift or tweak in your sales technique is all that is needed to hit your numbers and reach your goals.
John
