Blog Post | Kickstart Sales Force

A Tale of Two B2B Appointment Setting Blunders

May 18, 2013 3:00 am Published by admin Comments Off

It’s very easy to make expensive mistakes in B2B appointment setting. In this delicate art, slight lapses in judgment can lead to serious consequences down the road. That’s why even the most trivial of errors has to be corrected and prevented from happening. So, which mistakes should you watch out for in your campaigns? There’s a long list of B2B appointment setting blunders every practitioner is susceptible of committing, but we’ll center today’s blog post on two critical mistakes that can easily plague your campaign if you’re not careful. As you very well know, there’s more to B2B appointment setting than simply trying to stuff your pipeline with as much sales leads as you can. It’s this basic truth, when overlooked, that results in the following mistakes: Overselling Enthusiasm is an important element in generating qualified business leads, but too much of it can wreak havoc on your B2B appointment setting campaign. Overselling takes on several forms such as rushing the sale, paying little attention to the prospect, exaggerating your claims, and other aggressive (and almost spam-like) calling practices. There’s just no place in B2B appointment setting for overselling as it tends to do more harm than good. With overly Read the full article...

Lead Generation Tips – Work On Clients Who Need It

May 17, 2013 3:00 am Published by admin Comments Off

When applying targeting to your lead generation campaign, there is a tendency to be too constrictive. You have to be careful about specifying prospects that might be too difficult to acquire even if you did have the resources for it. In financial services for example, just because your company can realistically imagine itself serving businesses on the high end does not mean you should risk restricting your lead generation campaign to only that particular market.

Lead Generation Tips – Learn Greatly From Great Failures

May 16, 2013 3:00 am Published by admin Comments Off

Never despair when your great software lead generation campaign suddenly comes crashing down to a halt because you mead a spectacular mistake. The consequences might hurt but great failures will always be great opportunities for great learning. Your lead generation campaign is not down for the count just yet! Use that great opportunity to learn in order to raise it back up!

Offshore IT Lead Generation Leaves Nothing Worth Hiding

May 15, 2013 3:00 am Published by admin Comments Off

Whether it is IT lead generation or any other business process, some people really like to assume that offshoring anything means a business has something to hide. Sure that may have been the case for China’s sweatshops and Foxconn but that it is not so for others. In fact, lead generation specifically really leaves nothing much to hide given that the process is more about finding information instead of hiding it.

Merchant Services Leads From Prospects Trying Something New

May 14, 2013 3:00 am Published by admin Comments Off

When most of your merchant services leads seem to come from prospect’s wanting the same thing over and over, you can be really prone to surprise. That is not a bad thing but you should be prepared for what can come next when one of your recent sales leads comes from a prospect who is thinking of trying something new.

When IT Sales Leads Change Daily Routines

May 10, 2013 7:13 am Published by admin Comments Off

The variety of your products may attract a variety of IT sales leads but they all have one thing in common. Should those sales leads become qualified, your products run the chance of implementing change to your prospect’s daily routine. The less tech-savvy your prospects are, the more work you will have to do for them to get used to their new tools.

How Software Lead Generation Can Allow Prospect’s To Test

May 8, 2013 3:00 am Published by admin Comments Off

Several in the software industry are hesitant to have a software lead generation campaign that allows prospects to test first. Why is that? Most often it is because they do not want their lead generation process making the typical mistake of giving their entire product for free. But while that is understandable, there can be ways to keep your prospect from getting stuck in the testing phase and drive them further to purchase the actual thing!

Does Health Lead Generation Play With Numbers?

May 3, 2013 3:00 am Published by admin Comments Off

Arming your lead generation campaign with a lot of convincing information seems pretty second nature for a lot of health-related companies. However, it is also a reality that people have become increasingly doubtful with the way people use such information to give their own spin on things. Does this mean that citing stats and numbers is still good for lead generation or you just playing with numbers just like everybody else?

Lead Generation – Make A Big Deal Out Of Small Problems?

May 2, 2013 3:00 am Published by admin Comments Off

One critical step in any lead generation process is to identify a need and position yourself as the one to fulfill it. You believe that a problem you have identified is quite something that you like to show yourself as passionate about solving it. The problem now though is what if that is exactly how you have presented yourself in your lead generation campaign and your prospects are more intimidated than impressed?

Outsourced Lead Generation – They Represent You First

May 1, 2013 3:00 am Published by admin Comments Off

A common objection to outsourcing lead generation is that independent third parties could be sharing the data with competitors. And if that is not the case, some will insist that they still share the same pool of data. The latter can be valid if you forget than outsourced lead generation company represents itself first and you second. The good news is that hardly is the case.