Cold Calling Mistake 101: The “YOU” Instead of “THEM”


Cold calling. If you are a cold caller, you might be shocked at this: the people behind the phone you are calling don’t care about you at all. They will never give any commotion as to what you want to do. Your quota is none of their concern. You think you have a great product or service? Never had it in their radar. What? You’re concern about getting ten new prospects every week? Well, no one care except you.

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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.

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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?

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No Sales Lead Generation Strategy Works With An Identity Crisis


How often do you read about the importance of targeting in lead generation campaigns? Always right? Now, compare that to how many times you’ve been told to know who you are.

If you’re scratching your head right now, you should know that no lead generation strategy is going to work if your organization’s suffering from an identity crisis.

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When B2B Marketers Need A Change In The Party Line


In business, few rules can truly stand the test of time. Ironically, one such rule is that you should always brace for change. This change can take you to unexpected places and sometimes cause you to uncomfortable decisions like changing the very core identity of your business.

When the time comes to change the party line, are your B2B marketers prepared?

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The Internal and External Distractions of B2B Telemarketers


It’s no secret that distractions can still be a problem for B2B telemarketers.

However, underneath are plenty of psychological factors that easily complicate the issue. To make sure they don’t, here are two categories for them: Internal and External.

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Switching to Manual with Your Sales Leads


With all this talk of big data, bigger CRM, and cross-channel automation, you’d think that everyone in the world of B2B marketing and sales is going to look like they work on a S.H.I.E.L.D. helicarrier.

But in truth? In spite of all the tracking, sophisticated security, and big-time data crunching, sometimes it’s still better to go manual when you’re looking for sales leads.

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How Lead Generation Controls the Cost of Information


With an age of information comes the race to capitalize it and at the same time, share the benefits of doing so. Yet unfortunately, that’s not usually the picture people have about it these days. Instead, everything from the most harmless lead generation campaigns up to your average government survey is viewed as suspect. “Privacy is dead” cry so many advocates.

Yet because out of fear of offending any such advocates (whether they’re in the telemarketing lists or among blog subscribers), many companies undermine their lead generation efforts.

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Telemarketing Past the Intern Gatekeepers


One could say that being an intern could be the worst and lowest possible position you can get in a company. (If you can even call it job position. After all, interns are still technically in school.) And since it’s been some time since school started, what are the odds of running into interns during your telemarketing campaigns?

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B2B Marketers Should Know That Corporate Gags Can Get Real


If you thought that linking brain damage and football was just a jive at jocks, you wouldn’t be the first. (Bonus if you were the kind they’d stuff in a locker.)

But what you may not know is that this little gag could actually be true. If this shocks you, you have now just learned what it feels like when the gags and tropes of fiction become all too real.

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