Building and developing a lead generation program within a B2B company is critical to scale. But for your lead generation team to really deliver revenue-producing results, that team’s calls need to convert. In the video below, ExactTarget Senior Manager of Sales Development Christy Weymouth reveals three factors that can positively (or negatively) impact your company’s cold call conversion ratio.
If you’re selling a B2B solution, chances are you’re dealing with a complex buying process with several levels of stakeholders involved. No one piece of content is going to appeal to everyone involved. Senior Marketing Manager Christy Weymouth explains how ExactTarget segments its marketing content to speak specifically to each of the company’s personas and their needs.
To create one big, happy sales organization that’s striving for the same goals, it’s important to put in the time to develop alignment between your lead generation reps and sales reps.
If you’ve got team members who are falling behind the pack, try some of these proven tips for lead generation reps.
Whether you’re a first-time manager or a savvy vet, what is the very first thing you should do when it’s time to dive in and start managing a lead generation team?
Wondering if you should augment your sales team? The origin story of how ExactTarget succeeded in establishing outbound lead generation might help answer some of your questions.