Broadley Speaking | Lead Generation in the 21st century - What has changed?

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Lead Generation in the 21st Century

June 13th, 2017 by

 Lead generation - magnet

What has changed?

We read articles and blogs on social media every day on how the telephone is ‘dead’ in B2B sales, multi-channel communication has taken over and how the 21st century buyer prefers to communicate by email or social platforms, but how much of this do you think is true?

Of course, the sales environment is changing to maintain a ‘modern feel’ but I am not convinced the telephone is dead in sales. To explain the reasoning, I will take you through my role as a business development manager and recommend a sales approach from first contact to securing a meeting for a client.

 

  1. Start from mapping the organisation and the internal structures to identify the buying groups who will potentially be involved in the sales process. This first step is done by the telephone and usually online research.

 

  1. Next, identify the four key buyers, the Economic Buyer, Technical Buyer, User Buyer and in time a coach. A coach could be a different buyer or one of the above. This step is also done by calling the organisation perhaps the secretary to the board to gather this information, what we can’t gather by the phone we will look to LinkedIn or other business platforms.

 

  1. Once the organisation and buyers have been mapped, tailor your approach to each of them to ensure the topic of the conversation is relevant and engaging to their individual remit.

 

  1. Then pick up the phone and call your prospects to have a conversation to identify an opportunity and match their needs to the features and benefits of your client’s proposition and set a well-qualified meeting.

 

As you can see the telephone has played a large part of the above and where we do surround the prospect with other channels of communication, the central most important tool you have it the telephone, that’s where we have the most success.

What are your thoughts on using the telephone as a business tool for sales? Would you like to find out about our Total Prospect Management solution which supports 21st Century lead Generation?

If you want us to help you with your lead generation campaigns please e-mail brookepinkney@broadley-speaking.com

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Intelligent Sales

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Intelligent Sales

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Intelligent Sales

“In the “war room”.  Much of work with clients is about collaborative problem solving. Rather than choosing a traditional board room set up – this room is set up to accommodate the whole project team. By that we mean the sales and marketing teams from our clients and the full Broadley Speaking team active on their account. There’s plenty of room to accommodate everyone’s laptops, iPads!”


Intelligent Sales

“Seamless connections with clients – We work with businesses, of all sizes, right across the UK, in  Europe and in North America. We work with them in our office and theirs and use our state of the art video conferencing facilities to keep in touch. This combined with our bespoke built campaign management software provides complete transparency across any campaign or programme of work.”


Intelligent Sales

“David and Hilary have worked together for the best part of 30 years. Between them they have sold and sales managed across 4 continents and across most business to business sectors. Hilary takes a hands on approach with all campaigns. She is a consummate sales director and has been nominated as a national ambassador for the Investors in People standard.”


behind the scenes at a high grade telemarketing company

“Holistic approach to sales – often we work with clients to help them reposition their sales propositions. Acting as ‘critical friend’ we’ll work right back to their core value proposition in order to refocus and provide new impetus to their sales campaign. Similarly we work with clients sales teams and management to provide individually crafted sales coaching and training programmes.”


office

“Our environment –  we have created a light, modern, ergonomically designed work area to allow for maximum efficiency, comfort and pleasure – yes pleasure! We all spend a good deal of time at work , and do difficult and challenging work on behalf of our clients ; but it should be fun. We are fortunate that we have been able to create this in an historically significant building in the middle of World Heritage site.”