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Lead generation B2B Techniques that work

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

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Lead generation B2B Techniques that work

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  1. Lead generation B2B Techniques that work

  2. In this presentation • Background • The approach • The tools • What works for us • The results • Qualifa

  3. Background • Darren Blackstock - Director at Qualifa • 12 x years new business sales experience • IT / Technology / Communications • SME – Enterprise – Public Sector

  4. 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

  5. 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

  6. 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

  7. 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

  8. 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

  9. The type of meetings we book We are specialist in major brand introductions and senior level appointment setting

  10. 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

  11. Contact Darren Blackstock Director 0203 195 0753 07899 722900 darren.blackstock@qualifa.co.uk www.qualifa.co.uk

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