A well-defined and thoroughly executed lead generation program is an essential component of a B2B sales strategy. In order for a business to grow, it must continually generate leads that can be turned into sales. Of course, the sales team must buy in to the lead generation program in order for it to be successful. […]
Typically the B2B sales cycle and decision making process is much longer than that of many B2C sales cycles. The investment is often significant and there are multiple decision makers and influencers involved. Of the multiple phases in the B2B sales cycle, one is usually an in-person, phone or web meeting with the sales representative.
An important part of the Business […]
B2Bs are focused on lead generation, but that is just one step in a more lengthy sales process. What happens once a company gets a lead is just as, if not more, important for business success. Once a lead is generated, they must continue to move further though the sales funnel. No lead should slip through the cracks or be […]
It’s important for sales professionals to understand that live conversions absolutely play a part in lead nurturing. Once your B2B organization generates a lead, what happens next? Ideally, you should be following up with the prospective client/customer as soon as possible. What approach do you take?
Today’s communication channels are quick and easy to use, such as email, social […]