By Sam Woods
Alright, you’ve got the team hired, the systems set up, the training complete, the goals set, now comes the most difficult part, keeping your lead generation team on task and productive every day.
No matter how your team is set up and what department it lives in, it’s incredibly important to have a lead generation team that is willing to put in the effort make adjustments to be successful.
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By Sam Woods
So, you’re ready to start building an outbound B2B lead generation team?
Great. Now here comes the hard part.
In order to find, hire, and implement the right team, you need to look at things like sales funnel activity, revenue goals, and timing.
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By Sam Woods
For most VP Marketing/CMO’s, one of your biggest challenge is lead generation – and developing an outbound B2B lead generation team.
Generally, lead generation is defined as:
When the sales or marketing team will reach out to specific targeted prospective buyers, let them know about your product or service and try to interest them in discussing it more (with buying in mind).
In reality, there are two main functions that go into lead generation.
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By Sam Woods
Let me ask you something.
And I want you to be completely honest.
The question to you is: Do you know how your customers buy?
I don’t mean if you know the features and benefits of your software – I’m sure you do.
And I don’t care if you know how to answer every objection.
No, all that’s par for the course – but I’m interested in knowing if you know how, why, and when your customers purchase your software.
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By Sam Woods
Here’s why you need a dedicated SaaS growth team:
You’re not going to win the “marketing lottery” with a campaign that generates hockey-stick growth.
You will probably never go “viral” or be a YouTube sensation.
The days of global vitality is largely over, as channels are becoming more fragmented and niche, while simultaneously disappearing.
For a B2C company, you don’t want to go viral anyway – you want bursts of growth that gives you momentum and vitality does not.
For a B2B company, your target market is not big enough – and that’s a good thing.
But you can, actually, achieve “hockey stick” growth.
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By Sam Woods
Sending resources and content through email has been around since email itself. Reps and other sales facing members of the workforce have used content as a means of breaking the ice, adding value, and increasing rapport.
But can these resources be effective in getting prospects to engage in a conversation (either directly or through interaction within the email)?
Yes.
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By Sam Woods
If you’re a B2B software/tech company, how do you go from traction to scale?
That’s a big question that can’t be answered in one, single blog post, but the start of a solution comes down to:
There are a few more points that I’ll leave for now, but that’s where you need to begin.
Now, whether your team consists of 1 or 10, and anything in-between, before you start publishing lead magnets (whitepapers), populate your site with landing pages, and push PPC in classic omni-channel flair…
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By Sam Woods
Getting your cold email copywriting right is critical. Obvious, right?
Sure, the subject line is the first line of offense, but without compelling words that invoke a response—it’s just a good subject line.
The good news is that if they opened up, they are ready for the context of your email. If it’s appealing, useful and concise you have an opportunity. If not, it’s like running 90 meters of the 100-yard dash.
There are really no less than three “mini” conversions that take place in an email.
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By Sam Woods
Make no mistake, proactively engaging someone you don’t know for the very first time regarding your business AND getting them to respond can be difficult.
Even if you think your cold b2b subject lines are exactly right…
…Only your recipients can be the true judges of that.
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By Sam Woods
Technology is part of our life today. But, that doesn’t mean it’s not there to solve all our problems. Especially not magically conjuring up successful outbound B2B lead generation.
Too many businesses end up failing when it comes to that concept, they continue to use tools, technology, and automation even if they aren’t delivering the desired results quickly.
Instead, it’s better to focus on how tools can augment the business and its processes. When that happens, brands can start seeing much more efficiency and success.
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