Across the UK, B2B lead generation has become one of the most versatile forms of direct marketing linking the sales team into the company strategy and providing an effective platform from which to present the company and its products and services. No matter what the industry, B2B telemarketing can be adapted to suit the goals and value proposition of a particular company. In its simplest form this type of lead generation is based on telephone communication with customers and prospects, with the ultimate goal of setting appointments for the sales team.
However, the target of achieving opportunities for the sales team to present their products and services to interested businesses comes with a great deal of groundwork and a consultative approach. High pressured sales tactics and not tolerated within the B2B sector. Decision makers are looking for companies that present themselves as the informed listener and expert. They want someone who can advise them on their business challenges and develop solutions to help them achieve their own targets.
Clever use of B2B telemarketing can allow you to generate genuine interest in your business and help customers appreciate the value of your products or service. Consequently you are more likely to achieve long term customers with high lifetime value. The rewards are high and allow the sales team to focus on their key strengths rather than carrying out often fruitless cold calling.
B2B lead generation can also be enhanced by other forms of direct marketing. It can connect effortlessly with the marketing strategy supporting it and feeding from it. Email marketing and web marketing can work with any lead generation campaign to provide a fully integrated approach. Rather than lead generation sitting alone as a support for the sales team it can enhance and create new marketing opportunities if the feedback and market knowledge it affords is optimised.
At IZEN Marketing we offer a connected approach to B2B sales and marketing provide expert advice on all aspects of lead generation.