Embed Size (px)
DESCRIPTION
Lead generation B2B Techniques that work . In this presentation. Background The approach The tools What works for us The results Qualifa. Background. Darren Blackstock - Director at Qualifa 12 x years new business sales experience IT / Technology / Communications - PowerPoint PPT Presentation
Citation preview
Lead generation B2B Techniques that work
In this presentation
• Background• The approach• The tools• What works for us• The results• Qualifa
Background• Darren Blackstock - Director at Qualifa• 12 x years new business sales experience• IT / Technology / Communications• SME – Enterprise – Public Sector
The right approach• The right proposition and focus on your USPs• Research your prospective companies & contacts• Focus on ‘sales intelligence’ to drive your results not
traditional activities
• Handle the objections smartly
The right tools• Understanding of your proposition & USPs• Intensive research of target sectors and prospects• Effective use of business media, social media and
corporate internet sites• Articulate compelling outbound sales messages
What works for us• Accurate & up to date data• Edge contacts at each prospect• Short and to the point personalised email with call to
action / not eDMs• Calls following Pareto Law methodology• Diary all call backs and act on them• Follow up email / slightly different message
• Always with a call to action....... the face-to-face meeting
The right results• What business do you want to write, how much can you
handle, timescales• If it doesn’t work ,review, revise and go again• A % of speculative meetings will result in sales, build a
relationship and get sponsored through the business• Gain a balance of new business activity and good sales skills
Qualifa• Unlike traditional telemarketing services we focus on ‘sales
intelligence’ to drive results• We only employ highly trained and motivated graduates who
are paid on results• All account activity is reviewed at Director level on a daily
basis to maintain quality• Its about the proposition, research and contacts
The type of meetings we book
We are specialist in major brand introductions and senior level appointment setting
Other Qualifa Services• Appointment setting (as covered in this presentation)• Account profiling & Database services• Sales consultancy & Outsourcing• Lead generation, calling structure & objection handling sales
training
Contact Darren Blackstock
Director0203 195 075307899 722900
