While developing new products to attract new software leads can be a good idea, it should not distract you if you also have plenty of software leads that were acquired due to interest in previous products. Unfortunately, it seems that even Apple is demonstrating this bad habit using something new to divert attention.
If you think a webinar can be like a big net to catch your software leads, you are forgetting that it takes more than a net to catch a school of fish. The internet is really one big ocean but what makes it riskier to fish in is that you will have a harder time knowing what is under the surface. You are more likely to scatter your software leads if you disturb these online waters recklessly. Casting your net is more of an art than a mere task.
One well-known goal for lead generation is exposure to your target market. Once word gets out about your business, one can assume interested prospects will follow. However, there is a danger to asking for too much attention. Being too desperate for exposure can mess up your selection of lead generation tools.
The link between productivity and lead generation is one that only gets more obvious the more you are experienced with it. It may not seem so at the beginning but your software salespeople can only stay active if there is always a constant flow of opportunities. In other words, a lead generation process that constantly delivers.
By ‘closing time’, this is nowhere related to the software lead generation term for closing a sale. In fact, its far more simple: the time to simply close the office and call it a day. Now you might think that such a thing is more for retailers or restaurants. Ideally, there should not be a closing time for either your business or its lead generation campaign, correct?
On one hand, IT sales professionals are told that they should exude utmost confidence in order to close a deal. But on the other, many have cautioned the IT industry as a whole to keep the confidence in check and avoid excess glorification of advanced technology.
As classic (if not cliché) as this sounds, your IT sales cannot guarantee that your advanced BI solution is the answer to every single problem they have. Realism will always be in order when it comes to a computer understanding something as humanly complex as, say, social trends.
Your software leads are just the start of your sales process but that does not mean you should not do everything you can to preserve them as much as you generate them. If you do anything to waste your business leads, you are reducing your lead generation campaign to a futile effort. Continue reading
Never despair when you think software lead generation for any vendor who has just gotten started. Sure, you may lack experience but if you know how to pick the right software leads from the start, they will give you the opportunities to exponentially increase your scope. To illustrate, think of software leads as experience points that allow you to level up your character in a role-playing game.
Like any business process, software lead generation should also be governed by morals and ethics. Without them, your business will only spiral from the loss of integrity. In a few past blogs, I have discussed the importance of gong beyond just profit and how software marketing image is more than just promoting your business.
The following is a brief list of the most recent:
It is the start of a new year and so it is time to start generating software leads once again. More than that, you should get to it immediately or else your salespeople might end up hibernating too long. This is not to say they are lazy but you should not underestimate post-holiday sleepiness. Your software leads are the key to making sure they fully wake from their winter break.