The Importance of Good Questions for Lead Generation

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:

  • Be clear on your objective
  • Know your prospects
  • Develop a rapport that establishes trust
  • Showcase your solution
  • Build an ongoing relationship (i.e., another call or contact point)

Let's look at each individually.

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5 Tips for B2B Outbound Calling Success

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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6 Essentials for Lead Generation in Manufacturing

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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How to Evaluate a B2B Marketing Agency

You’ve come to terms with the fact that you don’t have the bandwidth or capabilities to take on some of your company’s necessary marketing work.  So now what?  There are many marketing agencies that will claim to have the skills to help your company, but it's important to not just pick the first one you find. In this blog post, I'll expand on the most vital factors to keep in mind as you go through the marketing agency evaluation process.

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Take Advantage of the Summer Shutdown to Boost Your Lead Generation

Is your manufacturing plant's summer shutdown looming? Take this opportunity to evaluate and boost your  marketing plan. For many manufacturers, focus on production, cost reduction and human resource issues often leave little time for lead generation. Use the next few weeks to evaluate and hone your sales process, ensuring enough new business to keep those newly-maintained machines running.
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There's Gold in Those Hidden Data Sources

If you have ever heard 'There's gold in them there hills' then you should be pretty excited about the title of this blog. Believe it or not, we regularly uncover gold on behalf of our clients. Ironically, they have been sitting on this gold without even knowing it. Our clients come from the manufacturing and industrial space and are typically small businesses in need of business development help. When we begin an engagement, normally lead generation based, we always start with the same question. Where is the clients gold?

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The 4 Basics of Lead Generation

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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Happy 2016! Make Your Value Known!

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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Who Is Your Best Customer? Call In The CIA.

At Acadia, every single day, we’re in the business of finding new customers for our clients. We call this lead generation.

But first, we begin with research, research, research! You can’t find a new customer until you know really who you’re looking for.  A good research strategy leads us to information, data and statistics that will help define who a good customer is. Because after all, you can’t go looking for diamonds if don’t have any idea what a diamond looks like.

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5 Questions You Need to Ask to Generate Leads

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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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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