Software leads are often recycled for only the single benefit of finding new customers. Yet while that remains to be true, companies in the software industry should know very well that recycling and refreshing any form of data comes with other benefits. Just because the data in software leads may not be the complete equivalent of either code or hardware does not mean data-saving concepts do not apply at all to the process.
Software leads for complicated technologies like HR systems have surprisingly simple counterparts in consumer software. Whereas consumers consult the specifications of their own hardware before buying, software leads are simply the larger version of that and it just becomes more important to share that information between B2B seller and buyer.
There are other sources of software leads besides the main channel utilized by your lead generation campaign. And even if these do not create software leads outright, they can still provide information that supports the lead generation process. One of the most popular examples is customer service. The way it has been used can stand as a model for how other business processes can be geared towards getting more prospect information.
Restricting your appointment setting campaigns to certain business sizes is common knowledge. However, doing it all the time may not be healthy. Small businesses do not always stay small. So just when you thought you would never have to qualify certain businesses again, it still helps to use your appointment setting too to keep an eye on them.
Software leads are not just an indicator of one method’s performance. They indicate the performance of combined methods as a whole. Just because some marketers are not fully invested in one particular channel does not logically follow that their software leads are at a complete low. On the contrary, sometimes they are just as efficient using other methods (if not more).
Abusing the marketing means to acquiring software leads is a problem that dates back even to the early days of advertising. Businesses would often employ the strategy that seems to work real well at first but slowly lose their edge once people catch on to the tricks. And as more software leads are generated online, history stands a chance to repeat itself.
Like any product of marketing, software leads are generated by breaking down larger amounts of information into forms better understood by the target market. This is important because business prospects in industries like medical software are short on time. They cannot spend that time perusing lengthy details on a product before they go for a buying decision.
One critical element in any well-functioning lead generation strategy is reliable business data. Everything from a prospect’s contact information to the details describing needs and authority must be stored somewhere for the reference of sales professionals. However, not all data is valued equally. You should not be too quick to delete bad data or else you will not have much left for future lead generation campaigns.
It can be argued that telemarketing holds an advantage over reliance on online exposure for inboud software leads. See, when you rely on things like search engine results to present your business, keywords alone can cause for some confused prospects coming into your funnel. Telemarketing on the other hand can give you the responsibility to completely dispel that confusion for every prospect you encounter.
The appointment setting process is not just about marketing or sales. In fact, both marketing and sales are not just about getting your software sold. All of them should also be for the purpose of education. If you do not use those tools to help prospects learn, any interest or profit will lose significant value.