October 10

Which B2B Lead Generation Works Best?

Own the lead generation and you own the sales process! However, many companies struggle with a proven and consistent lead generation system. When they do, there’s a propensity to “throw things against the wall.” Someone suggests, “Hey, XYZ company is using Twitter, maybe we should too?” This can lead to lost resources chasing low likelihood leads. Below is a chart showing the historically prov en lead generation methods for B2B leads.

Upon analysis, the conclusion is “execute better rather than get creative.” Even maligned telemarketing makes the top of the list of viable options ahead of cool new technologies like Twitter and Pinterest.

Our recommendation is to create a thoughtful plan that takes all new methodologies into account and then hold the sales team accountable to execute the plan. Easy to say, right?

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Perhaps you don’t need a sales manager

Every company is different and not every company has the same sales management needs. As the Inc. article below points out, not everyone needs a sales manager in the traditional sense. http://www.inc.com/articles/201106/what-to-look-for-in-a-star-salesperson.html Occasionally, we find the exceptional sales team that functions effectively without a traditional sales manager. As the article points out, experienced sales teams... Read more →

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