Making B2B outbound sales calls is no easy task. At Acadia, the very important people who make these outbound calls are our lead development representatives (LDRs). Each and every time an LDR sits down to work, they're faced with ever-changing scenarios and varying industries, companies and personalities. Each call is unique and could go in many different directions. They also hear "NO" a lot.Read More
Inbound? Outbound? What do they mean? How can they impact sales lead and demand generation? Keep reading.
As you may know, inbound marketing involves pulling people to you via your website, relevant offers (think ebooks or webinars) or calls to action for demos or consultations. HubSpot defines inbound as "publishing the right content in the right place at the right time." Yes - it's the way many of us shop today- be it B2B or B2C. Google is our friend! Did you know that most buyers in the B2B space are 70% of the way down the sales funnel, often times anonymously, before we even know they're looking? Thankfully, technology can help eliminate that anonymity.Read More
You’ve read (I hope) my other blogs that talk about Omnibound marketing or integrating technology into your sales and marketing efforts. Today I will share a case study on exactly how a mix of outbound marketing and inbound marketing brought a lead to fruition. A lead that could have been considered dead. All names, projects and locations have been changed to protect the innocent.Read More
As you may know, HubSpot recently published their 7th annual State of Inbound report. They surveyed 3957 sales and marketing professionals from 150 countries and compiled their responses into meaningful, digestible, intuitive data narratives and graphics. Lucky us.Read More
I’ve been thinking a lot about THE debate. You know the one - which marketing strategies are the best?Us marketers and business development professionals are bombarded with blogs about why the inbound strategy is the way to go, or why outbound is dead or dying. On the other hand, we also hear that outbound isn’t dead. To further confuse myself, I just read a HubSpot blog on overrated marketing practices. How are we supposed to sort it all out?Read More
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?"Read More
If you're reading this, you're probably familiar with inbound marketing. Inbound is indeed amazing, but I'm here to tell you that traditional "outbound" marketing still plays a big role in the B2B world! Here's why.
First, a bit of our back story. In 1999, when Marge founded Acadia Lead Management Services, we (the company) had one focus: sales outreach for industrial and technical organizations. No, not the dreaded telemarketing, but true inside sales efforts that produced meaningful sales leads along with a healthy dose of business intelligence. While things have changed since 1999, phone calls (AKA outbound marketing or human interaction) remain and will always be part of the B2B space. That's right - at some point in the B2B sales cycle, there will be a conversation before the deal is done. Always.Read More
Originally published at http://revenue365.com/cold-calling-tips-ease-anxiety.
Even with all of the technology available at our fingertips (think marketing and salesforce automation, content marketing, lead nurturing...and the list goes on), in the B2B space we still have to pick up the phone!
No matter how much training you get, that anxiety can still come when you need to start your sales calls. You start thinking about how you’re not meeting your goal, how it reflects poorly on you, your team, and your manager, and you start to get this knot inside your chest.Read More
Sometimes inbound and outbound need to go to “couples therapy” and seek counseling. As we all know, there can certainly be areas of disconnect between sales and marketing. With outbound and inbound efforts taking place simultaneously, this gap can actually be worsened unless rules of engagement are put in place on how to manage the newly generated opportunities. The same areas which might need improvement in any relationship might apply to our marketing marriage.Read More
Our previous blog highlighted several great takeaways from the INBOUND 2014 conference. One such highlight was a quote by Trish Bertuzzi of The Bridge Group who stated, "Inbound and outbound got married and we didn’t get the invitation."
Let's stop here. We've mentioned inbound in a previous blog. But what do we mean by "outbound marketing?" According to HubSpot co-founder Brian Halligan, outbound marketing includes "trade shows, seminar series, email blasts to purchased lists, internal cold calling, outsourced telemarketing and advertising...where a marketer pushes his message out far and wide hoping that it resonates... "Read More