Prospecting
This article from Entrepreneur not only defines prospecting but differentiates between cold, warm and hot prospects and how each should be handled. Customers use IT’S YOUR CALL for all aspects of prospecting. Definition: The search for potential customers or buyers . When it comes to drumming up new
9 Steps to Revitalize Your B2B Trade Show Marketing Strategy
March is the start of Trade show Season! The article below discusses trade show marketing strategy for before during and after exhibiting at the show. Interesting that under the follow up section email is used and there is no method
Here are 14 Lead Qualification Questions
I just finished a workshop on prospecting and writing a telemarketing scripts. The audience could easily write a description of what their company did and how they help but the biggest issue was developing the lead qualification questions. Below are samples and descriptions to help with creating
The real difference between outbound and inbound marketing
Lead generation can be so frustrating. First, you want a campaign that will produce a high volume of leads at the lowest possible cost. But that’s not enough. You also want those leads to be qualified – meaning they have real potential for
Best Practices for Following Up After the Trade Show
It’s Your Call will be exhibiting at the #CTBEXPO this Thursday June 9 at the Connecticut Convention Center in Hartford. We’ll be across from the Sales Education Hub booth #337! We can help with the Follow Up for the b to b lead
The Problem of Record Completeness in B2B Marketing
Lately, We’ve had a number of campaigns that have contracted us to perform database cleaning. Some have asked us to work with a newly purchased list and drill down deeper to find appropriate contact information for their particular prospect. Others have
Sales lead generation
In the fourth paragraph of this article is a crucial sentence “Be careful not to depend too much on this kind of passive lead generation, though, as it may blunt your ability to actively source prospects when you need to.” There
Why You Should Outsource Your Outbound Calling
Every marketing manager or sales manager has told there staff “if you want leads than you need to get on the phones”. Telemarketing is a very good way to stir up business; results are practically instantaneous and it is the
How often do you follow up?
Once again we were asked to do follow up calls to a “culled list” of prospects and once again half the list was not interested or bad numbers. Going to business networking events and collecting business cards is just the
Sensor Manufacturer Sensed Too Many Leads and Not Enough Bandwidth for Following Up on Hot Leads
A sensor manufacturer in Eastern Massachusetts had placed two advertisements in industry trade journals. After the advertisements had been running for a few months over a 1000 prospects had responded to the call for action and had been emailed the