The Allocation of B2B Marketing Budgets

December 7th, 2011

It is very interesting that firms are allocating large amounts of their marketing budgets to trade shows. What are they doing about prospect follow up? A recent article that I read stated that most leads/contacts from trade shows are not followed up on. It makes me think that companies should invest more of their budget in telemarketing to make sure there is proper lead follow up.

Most Challenging Marketing-Sales Funnel Process

October 20th, 2011

This chart, provided by www.marketingsherpa.com, shows the results of over 1,700 B2B marketers who were asked what is most challenging in the marketing-sales funnel process.

MarketingSherpa.com Chart of the Week

As you can see, Lead Generation comes in a close second.  Using a lead generation expert, such as EAS LeadGen, will remove your lead generation challenges in this process and will provide you with prequalified, face-to-face appointments.

What do you find most challenging in your sales funnel process?

 

Need a 4th Quarter Sales Infusion?

September 20th, 2011

The third quarter of 2011 is upon us. Are your sales on target? The better question is, are you surpassing your sales goals?

It’s time to look at getting a fourth quarter sales infusion. Contacting EAS LeadGen, a professional lead generation firm, can help you increase your sales pipeline by providing you with qualified leads.

It’s time to amp up your game. Trade shows may be coming, email blasts are being sent out; what are you doing to follow up? To optimize the leads, hire a pro at optimizing. It is a very simple process:

  1. Contact EAS LeadGen
  2. Agree to a trial
  3. Provide us with a list or we will create one for you
  4. Attend your appointments
(There is also some paperwork that needs to be completed.)

Sales Presentations – What do people remember?

August 15th, 2011

This has been posted several places on the web – and I found it interesting when thinking about the sales process.

Do remember, during a sales presentation, people typically comprehend:

11% of what they hear

32% of what they see

73% of what they hear & see

90% of what they hear, see & discuss

For other great information about sales meetings/presentations, check out EAS LeadGen’s next newsletter. Sign-up here.

Greatest Sales People

March 29th, 2011

With EAS LeadGen being a business-to-business lead generation organization, our main focus is to generate leads for you to turn into sales. We found this article really interesting and thought we would share it with you. A complete article about these “Top 10 Sales People” can be found on www.inc.com.

Top 10 Sales People

  1. Mary Kay Ash
  2. Dale Carnegie
  3. Joe Girard
  4. Erica Feidner
  5. Ron Popeil
  6. Larry Ellison
  7. Zig Ziglar
  8. Napoleon Barragan
  9. John H. Patterson
  10. David Ogilvy

Each of these people has a very unique story. One of them found 1-800 Mattress, and another was the leading Steinway piano sales person with over $40 million in sales. They are pioneers in the sales industry.

Can you think of any other sales pioneers that should be listed?

Are Your Sales Goals on Target?

February 11th, 2011

Mid February marks the midway point of the first quarter. Where do you stand with sales? Are you on target for this years’ numbers? Hopefully you are on or exceeding your targeted goals for the quarter. If you are just missing or looking for something that will help push you past your target, consider outsourcing some of your lead generation.

Outsourcing your lead generation process will remove the cumbersomeness of prospecting while funneling more leads into your sales pipeline. The best part about these leads is that they are warm leads. They do not need as much cultivation as a cold prospect would.

Using an executive appointment setting firm, like EAS LeadGen, we are able to hone in on prospects that are ripe for your company. We just don’t send you a list of companies that show some interest in you from a mass email that was sent out. LeadGen knows that to satisfy their customers, we must present you with prospects that have the need and want what you have to offer.

Think again, are your sales goals on target? If not it might be the time to consider using an appointment setting firm.

How to Close More Sales in 2011

January 13th, 2011

I just read an article about how to close more sales, and the key point of the article was to become a “trusted advisor” to the prospect. It gives tips on the art of relationship building with sales prospects and how you should show genuine interest in them.  By doing this, you will be able to close more sales.

But here’s the thing, shouldn’t you have more prospects to close more sales? Granted if you have five prospects and you work them, and listen to them, and take every call – giving advice on what to buy their mother-in-law or where is a good place to stay in Cabo San Lucas; you should be able to convert most of those prospects into clients.

What if a company handed you appointments with 40 prospects? Would you be able to convert more prospects into sales? The relationships will already be established, this will give you more time to hone in on your sales skills, and demonstrate how your company will benefit the prospect by using your service.

It seems like a no-brainer. More appointments with prospects will lead to more sales.

Which will you choose for 2011?

Do You Have Any Plans for 2011?

December 23rd, 2010

The fourth quarter is coming to an end, and plans are being made for 2011. What are your plans for lead generation next year? Are you using social media, direct mail, and a trade show or two? How about pr – are you going to submit an article to a journal or an online distribution service? What is going to give you the greatest amount of leads with the best ROI?

Adding an outsourced lead generation service to your mix will increase the amount of leads you generate – and can work hand-in-hand with the marketing mix that you are creating for your company. Send the sales team to the trade shows – but make sure there is follow-up to all prospects.  If you have a list from the previous year – you should have an appointment setting firm like EAS LeadGen set appointments for you while you are there. Direct them to your booth. Have dinner meetings arranged.

Who is responding to your social media inquiries? Are prospects slipping through the cracks? Have you thought about outsourcing the follow-up – to make sure it is done promptly – and it will weed out the frivolous inquires and hand over the hot prospects?

What are your plans for 2011?

How Are You Going to Grab Your Business Prospects’ Attention?

November 2nd, 2010

Reviewing the headlines this week there was Charlie Sheen and his hotel rampage, Ozzy Osbourne who is set to write a health column for Rolling Stone, and then there is – big surprise – Mariah Carey who is pregnant. Chances are – your company is not going to have breaking news that will shove these to the back burner. In the world that we live in, it is harder to create awareness about our businesses.

We may have pipe dreams of Howard Stern raving about our company on the air or Oprah telling her viewers that she uses our services. But, the reality is – this is just a pipe dream. The best company in the world will find it hard to compete with such attention grabbing headlines.

What is a company to do? Do not sit idly waiting for a prospect to discover you! Post a blog, join Facebook or LinkedIn – great. But, nothing is better than pounding on the doors. That is how you get attention.  How do you bang on the doors if you are located in Iowa and you need to bang on the doors in New York, California, Texas and Washington? Outsource a company that can do it for you.

We, here at EAS LeadGen, have been banging on door for our clients for years – and quite successfully. With great skill and professionalism, the LeadGen team has not only been “knocking on doors” but we skillfully have been setting appointments for our clients with prospects. The value that we provide by not only generating leads, but since we are speaking to your targets everyday – we are finding out what they think and know about your company. We are also able to confirm correct and viable decision makers so other direct marketing efforts, like direct mail, can further your prospecting and dollars and are not wasted.

So – how are you going to grab your business prospects’ attention?

How long does it take to go from lead generation to a sale?

July 29th, 2010

MarketingSherpa.com Chart of the Week

I saw this chart on the Marketing Sherpa website, and I thought it was interesting and worth sharing. 1,000 B2B marketers were surveyed. The survey also explains that – four in 10 leads move from initial inquiry to being sales-ready.

Working with a firm like LeadGen, you will increase the number of prospects to help fuel your sales pipeline.

What other types of firms have you used to increase your sales prospects?