Category: B2B Lead Generation

3 Digital Prospecting Mistakes & How to Turn them Around

If they click on your content so much, why aren’t they buying from you?

While click-through in some B2B industries is considered “sales gold”, it is important to remember that only human contact can reconcile what those clicks really mean. How many of them actually represent a prospect moving into your sales funnel? Check out the 3 top ways that digital prospecting assumptions can be misleading, and how to leverage click-through toward a meaningful sales opportunity.

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0 comments - Posted by Kathy Tito at 11:51 AM - Categories: B2B Lead Generation | B2B Email Marketing

3 Ways to Start Filling your Sales Pipeline Today

You have never been more accessible to your prospects, and vice versa. But do you have the time, skill-set, and resources that you need to optimize your touch-points?

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0 comments - Posted by Kathy Tito at 10:23 AM - Categories: Inside Sales Trends | B2B Lead Generation | Social Media for the Complex Sale

Call First, Email Second: 4 Ways Cold Email Hurts Sales

Make your prospects look forward to your email.

Stand out with this underutilized best practice to maximize ROI on marketing spend.

It will also help you avoid having your email account shut down!

There are several mission-critical reasons to consider reversing the common marketing strategy of first emailing a list of prospects that have never heard of you before, and second, calling them to “follow up”. Sometimes called “Cold Emailing”, this practice puts the cart before the horse. This is where you do an email blast, and either hope your prospect will pick up the phone and place a six-figure order, or you get someone to place phone calls that start with “Just following up…Did you receive our email?” Multi-touch campaigns can be very powerful, but the order of the touches can make all the difference to your sales cycle.

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1 comments - Posted by Kathy Tito at 12:13 PM - Categories: B2B Lead Generation | B2B Email Marketing

3 Tips for Avoiding a Flood of Fixed Overhead as Marketing Budgets Thaw

Every day for the next few weeks, sales and marketing executives are making the decisions that will set the course for achieving their 2010 sales goals. This requires considerable fact gathering and ROI estimation.

As a provider of outsourced lead generation services since 1992, CCSI is pleased to see a number of completely US-based outsourcing alternatives surface and gain acceptance as not only the “cost-effective” way to manage business, but simply the “best alternative” with the most desirable result when compared to developing the expertise in-house.

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0 comments - Posted by Kathy Tito at 10:47 AM - Categories: B2B Lead Generation

Which Top Sales Strategies are Being Enacted Today?

As companies align marketing projects with sales strategies, we are seeing a trend in the types of programs that gained popularity in Q4, and are going strong today. The common goal is prospect targeting and qualification. See how companies "spend to save".

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Posted by Kathy Tito at 12:18 PM - Categories: Inside Sales Trends | B2B Lead Generation

The 11 Steps to the Perfect Event for Sales Prospects

As CCSI continues to actively recruit qualified attendees for over 100 sales events to date, we thought we’d take a moment to share what works – and what doesn’t – when B2B companies host an event that is meant to attract, educate, and scintillate a crowd of sales prospects. Don’t have time to read right now? Scroll down to step #10 for a critical lead generation tip.

For a phone consult, call an Event Attendance expert now:  1(800)959-3682 x219

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0 comments - Posted by Kathy Tito at 9:28 AM - Categories: Quick Tips for B2B Lead Generation | B2B Lead Generation | Event Recruitment | Ask The Call Center Expert

Social Media Part II : Quick Starts on LinkedIn, FaceBook, and Twitter

Consider how you can leverage killer applications on each social media platform. This will help you identify ways that you can leverage each platform for corporate gain. There are a number of killer applications in use today – whether you are hearing about them or not. For example, did you know that there are companies that are increasing the number of listings they have on Google – because they have developed a presence on FaceBook?

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Posted by Kathy Tito at 3:44 PM - Categories: Inside Sales Trends | B2B Lead Generation | Social Media for the Complex Sale | Channel Sales Trends