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Common Questions and Answers
When it comes to generating the right sales leads, it is important that you form the right B2B appointment setting team for the job. Remember, these people will be manning the frontlines, and you need them to be the best at the job. They have to be, since a business prospect’s first impression is influenced by the kind of marketers that calls them. Still, you have to admit that not everyone is up to the task.
B2B lead generation is stressful work, where the rejection rate is high and the success rate is pretty low. Still, even with those numbers, the ones that succeed brings the most profit. You just have to make sure that the people handling your prospects are the best. And here is how you do it:
Know their strengths — keep in mind that there is no such thing as a superman. A marketer can be very good at one skill, and then totally lacking at the other. Your job, as the manager, is to partner your people up with those whose skill sets can complement each other. For example, a social media specialist can work with a telemarketing representative to create a more comprehensive B2B leads interaction.
Promote transparency — trust is a very important thing, one that can define the relationship between your team members. In the event of misunderstandings, it is your job to get them together and let them iron out their differences. Yes, this would be really painful at first, but later on, they will be able to work cohesively together.
Establish work rules — as you go about your lead generation campaign, you should inform your team on how you want the work to be handled. Are you the type that focuses on solving the problem, or do you prefer tracing who made the error, and then train them to ensure no repeat offense? This may depend on the kind of business you have and the kind of markets you are serving.
Show your support — this is important, since this can bolster the confidence of your marketing team, compelling them to push ahead with their campaign. You can do this by removing any obstacles in their way, as well as dealing with issues raised by business prospects and the like. Show them that you care, and they will do their very best for you. This is a winning arrangement.
Give them incentives — no, it does not have to be necessarily money. It could be any form, like a vacation, more flexible work hours, a trip to a day spa, or anything like that. As long as you can show that you appreciate their good work, they will be able to work well towards your goals.
These are the most important tips that you must remember when building your own lead generation team. Still, there are more that you can add as you go along your way. But if this is not your actual expertise, or if you do not have the capacity to hold one in-house, you can always outsource it to a competent sales leads agency.
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