Some prospects are more trouble than their worth. This has become a rule of thumb for many lead generation campaigns. However, can exceptions exist? Are there people, organizations, out there who just prove elusive as a form of testing those who want to do business with them?
Say your current lead generation campaign is aimed at current customers but for a new software product. This sort of tactic takes advantage of the fact that those customers know you well enough. You may have even been working together for years and it builds upon the value of your following.
When you make the call though, the gatekeeper suddenly doesn’t recognize you. You don’t recognize the person either. Did they change staff? You give them their boss’ name, they don’t budge. They start bringing up old security policies that state why they can’t transfer your call.
Bad timing is bad no matter what time of year it is. Though when it comes to the Black Friday weekend, even the days leading up to it can be a hazard for B2B marketers.
In the tech sector, privacy has long been a major issue (especially after the recent NSA scandal). It’s been an issue ever since the dawn of the Information Age. Just how much should you put out without risking your personal space? On the other hand, B2B marketers end up asking this question in reverse. How little can you put out without risking less exposure?
Either case is something you need to take seriously because otherwise you might have a hard time getting customers and getting a sale.
Success in this industry isn’t solely about being the first to innovate. It’s about being able to pull off effective marketing as well. That’s pretty much how the biggest names in tech managed to get to become industry leaders. They not only knew they had a great product, they knew how to communicate its value. So, if you think your marketing efforts still need a bit of shoring up, take the following pieces of advice straight from the mouths of tech titans themselves: