Comments on: Increase in Connect Rate = Increase in Conversion Rate http://www.funnelholic.com/2009/09/10/what%e2%80%99s-the-product-lead-generation-is-really-selling/ a blog for those of us who live and work at the top end of the b2b funnel: Demand Generation, Lead Generation, Online Media, B2B Sales and Marketing, Marketing Automation, DRIP, Lead Nurturing, and Fun. Sun, 01 Aug 2010 03:14:05 +0000 http://wordpress.org/?v=2.7.1 hourly 1 By: Kevin Joyce http://www.funnelholic.com/2009/09/10/what%e2%80%99s-the-product-lead-generation-is-really-selling/comment-page-1/#comment-1738 Kevin Joyce Fri, 18 Sep 2009 17:16:11 +0000 http://www.funnelholic.com/?p=964#comment-1738 Craig, I totally agree. Just because prospects don't want to talk to sales people yet does not mean they are shunning all human contact with your firm. A non-salesy telemarketer can be a powerful component of any lead nurturing campaign. You inspired me to post about it! -Kevin Craig,
I totally agree. Just because prospects don’t want to talk to sales people yet does not mean they are shunning all human contact with your firm. A non-salesy telemarketer can be a powerful component of any lead nurturing campaign. You inspired me to post about it!
-Kevin

]]> By: Jeff Ogden http://www.funnelholic.com/2009/09/10/what%e2%80%99s-the-product-lead-generation-is-really-selling/comment-page-1/#comment-1734 Jeff Ogden Fri, 11 Sep 2009 23:37:54 +0000 http://www.funnelholic.com/?p=964#comment-1734 I agree with Trish and Mike. The phone has two great purposes -- relationship building and database cleanup. Unfortunately, emails, webinars and other one way approaches do not build a relationship as a phone does. This is why the phone is such an essential part of the lead generation process. I have lots of content at http://www.findnewcustomers.net on this topic too. I agree with Trish and Mike. The phone has two great purposes — relationship building and database cleanup. Unfortunately, emails, webinars and other one way approaches do not build a relationship as a phone does. This is why the phone is such an essential part of the lead generation process.

I have lots of content at http://www.findnewcustomers.net on this topic too.

]]> By: Mike Damphousse, Green Leads http://www.funnelholic.com/2009/09/10/what%e2%80%99s-the-product-lead-generation-is-really-selling/comment-page-1/#comment-1733 Mike Damphousse, Green Leads Fri, 11 Sep 2009 20:54:46 +0000 http://www.funnelholic.com/?p=964#comment-1733 Craig, Great post, and I agree. Trish, Great response, and agree...with an expanded addition to your comment. As Craig and you know, there is appointment setting and then there is <a href="http://green-leads.com/meetings20/appointmentsetting.html?funnelholic" rel="nofollow">appointment setting</a>. As Trish says, it's all about getting to the next step in the process. Craig even says "demand generation is the art of getting the right person connected with the right sales rep at the right time." If it's not by having the right sales rep connecting with that right person on their own, then it's about the right appointment setting expert nailing the appointment down. Then the next steps can happen, but that gating factor is the first step. Get the right person to want to connect with the right sales rep. end of shameless self-promotion ;) Craig, Great post, and I agree. Trish, Great response, and agree…with an expanded addition to your comment.

As Craig and you know, there is appointment setting and then there is appointment setting. As Trish says, it’s all about getting to the next step in the process. Craig even says “demand generation is the art of getting the right person connected with the right sales rep at the right time.” If it’s not by having the right sales rep connecting with that right person on their own, then it’s about the right appointment setting expert nailing the appointment down.

Then the next steps can happen, but that gating factor is the first step. Get the right person to want to connect with the right sales rep.

end of shameless self-promotion ;)

]]> By: trish bertuzzi http://www.funnelholic.com/2009/09/10/what%e2%80%99s-the-product-lead-generation-is-really-selling/comment-page-1/#comment-1732 trish bertuzzi Thu, 10 Sep 2009 21:15:27 +0000 http://www.funnelholic.com/?p=964#comment-1732 Amen brother! The only thing a phone based lead generation team should be selling is the next step in the process. Arouse curiousity, close on the next step, arouse curiousity, close on the next step - rinse and repeat. Now, that does not mean leadgen teams are drive by appointment setters and then their job is done. The human touch should be integrated with effective delivery of content and all steps should move the process along. MOVE being the operative word. A lead is only good when it converts to a customer and to get them to do that you have to move it through your well defined and repeatable process. So, I am on your bus...connect and connect again - that is how you win. Amen brother! The only thing a phone based lead generation team should be selling is the next step in the process. Arouse curiousity, close on the next step, arouse curiousity, close on the next step - rinse and repeat.

Now, that does not mean leadgen teams are drive by appointment setters and then their job is done. The human touch should be integrated with effective delivery of content and all steps should move the process along. MOVE being the operative word. A lead is only good when it converts to a customer and to get them to do that you have to move it through your well defined and repeatable process.

So, I am on your bus…connect and connect again - that is how you win.

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