In sales, knowledge is power. You probably know your products and services inside and out, pricing schedules, your top competitors, your target segments, and the best questions to ask to uncover pain points. But that doesn’t get you far if you’re in the dark about what industrial buyers really want. After all, they’re the ones who will decide if you win the deal.
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Imagine you’ve been tasked with selecting a supplier for a custom manufacturing project. You’ve been involved with the design from the start and, despite some lingering questions about the part’s geometry, you’re heavily invested in a good outcome so you can bring an innovative product to market quickly.
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Although no single rule governs which questions are most effective for generating leads, your approach could make or break the success of your outbound campaign. It's not simply a matter of divining the right questions, but investing in a process that works. In order to produce the results you're hoping for, you should:
Let's look at each individually.
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Prospect calling, or cold calling as it's commonly known, is not for the faint of heart. However, it can be less daunting with proper preparation, research and a plan. If you look deep enough, each call, even the bad ones, offers loads of information and learning opportunities. In this blog, I lay out some tips that I've picked up in my 10 years of lead development.
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Competition is fierce today in every sector, but even more so in industrial manufacturing. Why? There's more supply than demand and the variables demonstrated in the statistics sited below are hitting hard. It's more vital than ever that we maximize every lead and capture the holy grail - a new client and more revenue.
I work with manufacturing organizations every day. We discuss challenges with distribution, sales reps, inside sales versus outside sales and much more. Here are some essentials that are important to every organization.
Remember - a few small changes can result in very large returns.
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Are you getting leads only to realize (after investing time and money) they’re not exactly what you’re looking for? This is an all too common issue that arises from not having the right plan.
Ask your team these five questions to evaluate your plan.
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Lead generation is defined as ”uncovering a potential opportunity/person who has an interest in purchasing your products or services. “ There are many ways to do this, including inbound/content marketing or outbound marketing via phone or text.
Here at Acadia, we embrace both of these methods, and we call it the OMNIBOUND™ approach.
Whatever your flavor is – you must be prepared before you begin, and be ready to manage and analyze your results. Be sure to focus on both the MATERIAL as well as the PROCESS. Yes, the PROCESS of lead generation.
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Are YOUR clients aware of how much YOU do? When the Acadia team talks with our clients, we like to make sure they're aware of the value we bring to their organization. Too often, we might be thought of as "just the people that make calls," but Acadia benefits them in other ways as well. For example, sometimes larger companies with sizable sales teams find it difficult to see how we can help, especially with demand generation. We tell them the truth - no doubt, their sales team does a bang up job identifying and closing big deals. However, it takes a lot of work to uncover, nurture and close a small opportunity. That's where we come in, and we try to convey this message. Are you finding your niche and conveying your message?
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Customers. Clients. Whatever you call them, our businesses exist because of them. We all know this. But did you know that many small businesses survive on one large client or a few word of mouth referrals? Unfortunately, your clients and how you get them will ultimately determine whether you're a long-term success or barely hanging on.
At Acadia, we're asked everyday, "How do I grow my customer base?"
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For anyone in the B2B, sales leads management world, it’s always a good time to think about what you can do to better serve your clients. You may have previously read about thinking outside of the box, especially when faced with challenging sales campaigns. One way to do that is to provide excellent Business Intelligence, also known as “BI.” One way to define Business is “the ability to transform raw data into meaningful and useful information for business purposes.” **
Any lead development rep should strive to provide Business Intelligence (BI) by probing for additional information regardless of whether or not you’ve obtained a lead. In fact, Business Intelligence can provide the most benefit when you do not get the lead.
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