Lead generation b2b techniques that work
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Lead generation B2B Techniques that work PowerPoint PPT Presentation


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Lead generation B2B Techniques that work . In this presentation. Background The approach The tools What works for us The results Qualifa. Background. Darren Blackstock - Director at Qualifa 12 x years new business sales experience IT / Technology / Communications

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Lead generation B2B Techniques that work

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Lead generation B2B Techniques that work


In this presentation

  • Background

  • The approach

  • The tools

  • What works for us

  • The results

  • Qualifa


Background

  • Darren Blackstock - Director at Qualifa

  • 12 x years new business sales experience

  • IT / Technology / Communications

  • SME – Enterprise – Public Sector


The right approach

  • The right proposition and focus on your USPs

  • Research your prospective companies & contacts

  • Focus on ‘sales intelligence’ to drive your results not traditional activities

  • Handle the objections smartly


The right tools

  • Understanding of your proposition & USPs

  • Intensive research of target sectors and prospects

  • Effective use of business media, social media and corporate internet sites

  • Articulate compelling outbound sales messages


What works for us

  • Accurate & up to date data

  • Edge contacts at each prospect

  • Short and to the point personalised email with call to action / not eDMs

  • Calls following Pareto Law methodology

  • Diary all call backs and act on them

  • Follow up email / slightly different message

  • Always with a call to action....... the face-to-face meeting


The right results

  • What business do you want to write, how much can you handle, timescales

  • If it doesn’t work ,review, revise and go again

  • A % of speculative meetings will result in sales, build a relationship and get sponsored through the business

  • Gain a balance of new business activity and good sales skills


Qualifa

  • Unlike traditional telemarketing services we focus on ‘sales intelligence’ to drive results

  • We only employ highly trained and motivated graduates who are paid on results

  • All account activity is reviewed at Director level on a daily basis to maintain quality

  • Its about the proposition, research and contacts


The type of meetings we book

We are specialist in major brand introductions and senior level appointment setting


Other Qualifa Services

  • Appointment setting (as covered in this presentation)

  • Account profiling & Database services

  • Sales consultancy & Outsourcing

  • Lead generation, calling structure & objection handling sales training


Contact

Darren Blackstock

Director

0203 195 0753

07899 722900

[email protected]

www.qualifa.co.uk


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