How Can Lead Generators Draw Out the Essence of a Prank Product?


April Fools had once again brought the marketing world a hilarious montage of prank products and too-good-to-be true innovations from well-known brands.

But for B2B lead generators, does the little celebration make them feel a little bit left out? You shouldn’t worry. The minds behind these prank products can hold a few pearls of wisdom for when you’re marketing your real ones.


For Lead Generators, Big Numbers and Big Buttons Don’t Always Impress


Marketing is about perspective. The moment that lead generators forget about that, they risk pleasing only one segment of their prospect organization but earn the contempt/fear/distrust/bad vibes of the rest.

Obviously, that’s a recipe for a conflicted buyer decision followed by lots of friction and eventually the sort of customer dissatisfaction that you only get when you failed to get a complete buy-in.

What’s the most common way to make this mistake though? It’s assuming that big numbers and big buttons always impress.

Continue reading


Using Appointment Setters to Draw Out Secret Admirers


The idea of a secret admirer doesn’t necessarily have to be romantic (or creepy). One can have secret admirers in a business sense.

How? It’s because not all of your best customers are the type to show it. (As a matter of fact, did you know that your biggest social media mentions don’t actually come from those with a lot of followers?) For appointment setters, finding and drawing these power users out could add more value to your sales pipeline.

But first, perhaps it’d be good to differentiate the business kind of secret admirer from the romantic kind (and the stalker, of course).

Continue reading


Lead Generation Tips – Personas Can Identify Attitudes towards Risk


Nobody goes into business long enough without acknowledging the reality of risk. Whether it’s investment, B2B buying, or hiring, every action (and more) has this element of uncertainty, a chance of going off-course.

Although, there are can also be far too many different approaches to this reality. For lead generators, understanding this is important because you want your prospect to experience the feeling of guaranteed safety that makes it easier to win sales.

The only way you can figure this out is by creating buyer personas.

Continue reading


Can Lead Generators Satisfy Everyone?


Take a minute to read the title again. What’s your general reaction? Is it the adage, “You can’t please everyone.” or are you actually nodding your head, confident that you can?

Either way, it pays to actually think a little deeper about what it means for lead generators to please everyone. Because when you do, you might realize that the number of people you’re trying to please could exceed beyond both your prospects and your sales reps combined.

Continue reading


B2B Marketers Should Build Bridges If They Want Opportunity


Latest talks of opening diplomatic relations between Cuba and the United States could create new opportunities for certain industries. When you think about it though, B2B marketers don’t necessarily have to create world peace just to see how building bridges can also grant them their own opportunities.

Continue reading


Are Sales Leads JUST a Key Component?


If your answer is yes, please don’t blame your lead generator for problems like low revenue or poor sales. They’re not responsible for the failure of your organization.

Why is that? Aren’t sales leads the only way you’re ever going to create sales opportunities? Isn’t the quality of your leads important to the success of sales?

Yes, they’re important and yes, they’re a key component.

The problem is that they’re not just the only component!

Continue reading


Outsourced Lead Generation Tips – Don’t Expand Beyond What You Can Sell


Outsourcing is often touted as not just cost efficient but also a convenient means to increase the reach of your lead generation strategies. All without the heavy expenses of hiring your own marketing teams all the time.

Though no matter how you expand, is lead generation the only process that needs to grow? You could get a campaign that reaches out to hundreds of prospects. But when those prospects show up, how prepared are you to qualify them and arrange meetings with sales? What if you’re only as few as five people on a sales team?

Continue reading


Using B2B Marketing to Pitch for Pressure


Sometimes a company’s greatest strength is brought out only after certain conditions are met. Sometimes these conditions can have steep costs (e.g. long integration time, expensive consulting etc) and other times, they can really be taxing (e.g. thriving under pressure, tight budgets etc). How can your B2B marketing strategy pitch these conditions without causing more than a few prospects to step back?

Continue reading


Appointment Setting and the Limits of Accountability


Accountability can be hard to define without first establishing a form of contract between two parties. In the case of yourself and your business prospects, an appointment setting campaign could be just the thing.

Continue reading