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Resolv, Inc. July 2007 Newsletter |
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· 8 Powerful B2B Sales Lead Generation Techniques to Help You Reach Your Sales Prospects. · SalesLogix Administrator Training · Resolv Seminar Series Continues -The Executive Dilemma: Marketing is From Mars; Sales is From Venus
About the Author:
M. H. "Mac" McIntosh is described by many as one of America's leading B2B marketing consultants and an expert on the subject of sales leads. He is president of Mac McIntosh Inc., a sales and marketing consulting firm specializing in helping companies to generate more high-quality sales leads and turn them into sales http://www.sales-lead-experts.com
Resolv, Inc. 821 E. First Ave Appleton, WI 54911
Phone: (920)730-1300
E-mail:
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Sales Lead Generation: 8 Powerful B2B Sales Lead Generation Techniques To Help You Reach Your Sales Prospects by M.H. “Mac” McIntosh Used with permission
Most of the fastest growing B2B companies do not rely solely on just one sales lead generation method. They have a complete arsenal of sales lead generation tools at their fingertips, that they can use at ay given time.
Here are my eight proven B2B sales leads generation techniques gleaned from helping over 170 B2B companies reach their sales prospects:
Relationship marketing Relationship marketing is the approach underlying all of the "sales-lead-generation-success" methods. Sales lead generation using this method simply refers to cultivating a personal, sales-winning relationship with your prospects. Keeping in touch with prospects via a series of ongoing communications and offers throughout your prospective customers' consideration processes lets you pick up sales others leave on the table.
Internet marketing and search engine optimization Business buyers are more sophisticated and getting harder to reach than ever. Studies show that about 90% of business buyers start with research on the Internet. Therefore, it's critical to have a well-tuned sales lead generation program that includes Search Engine Optimization (SEO) and Internet marketing strategies to attract prospects at the beginning of their buying cycle.
Telemarketing Even though many people despise the thought of telemarketing, it is very effective for sales lead generation when executed properly. Telemarketing is a personal marketing and sales lead generation technique that offers a cost-effective, efficient alternative to field selling, but it can be significantly more expensive than direct mail email.
By including telemarketing in your B2B sales lead generation marketing plan, you can reach up to thirty decision-makers a day at a cost of $15 to $20 per contact. In contrast, with field sales, you can reach only four or five decision-makers a day at an average cost of $392 or more per contact. Direct mail may cost as little as a dollar, and email is often much less. However, if you consistently prospect for and nurture leads via phone, you will consistently generate qualified sales leads.
Email publications By creating your own email newsletter, you could send out industry news and tips to suspects in your market. Since you will be on your prospects' minds more often than your competition, eventually, your sales leads will turn into actual sales.
If you subscribe to my e-newsletter, Sales Lead ReportŪ, you’ll see an example of an email publication that keeps my name and business in front of over 8,000 people every month.
Direct mail There is an entire industry of people like Dan Kennedy, Bob Bly, and Bill Glazer who are dedicated to business-to-business selling through direct marketing. Sales letters can be an excellent sales lead generation method. But most sales and business professionals do not know how to use this lead generation technique effectively and efficiently.
My clients have found that the best place to start revamping their direct response marketing is by determining who their best customers are, then trying to target their database marketing efforts at companies and individuals who are similar in nature.
Print advertising When done correctly, print advertising can be a highly effective sales lead generation activity. However, you must use publications that deliver messages directly to your targeted audience. Please read my related article entitled "16 proven techniques for better B2B sales leads generation with print advertising."
Event marketing Whether you do it live, through the telephone (teleseminars) or via the Web (webinars), seminars and workshops are a great sales lead generation tool. People who attend your seminar have an interest in the information you are presenting and a need for your product or service. Live seminars can be done inexpensively. Teleseminars are the least expensive, with the only costs being conference phone line rental and promotion fees. Webinars are more expensive but it creates a very interactive environment for attendees without having to leave the office.
Complementary partner referrals By joining forces with complementary partners, you can instantly multiply your sales lead generation pool and make it easier for companies to engage in doing business with you. Partner referral programs often generate the highest quality B2B sales leads.
The goal: Connect with customers in a meaningful way By using these eight proven B2B sales leads generation methods, you will capture more sales-ready opportunities for your salespeople to turn into new business, meaning greater sales revenue and profits for your company.. SalesLogix Administrator TrainingThis course is designed to provide the skills necessary to perform SalesLogix system administration functions. During this two day course you will learn how to configure the SalesLogix components, add users and teams, modify user security, import data, data maintenance, and advanced group building. You will also learn how to install the Remote Client, configure synchronization, create and attach a remote database and use subscription rules. Basic customizing of SalesLogix is also covered.
Topics covered will include:
Cost: $1050 per person and $750 for each additional person per organization Date/Time: To be announced Location: Training will be held at the Resolv offices in Appleton, WI To Register: A new class is forming. If interested please e-mail: info@resolvcrm.com Dress: Casual **Continental Breakfast and Lunch will be provided Resolv Seminar Series Continues The Executive Dilemma: Marketing is From Mars; Sales is From Venus
A CRM Seminar for Business Leaders Marketing and sales working together to achieve a common goal always improves the bottom line; yet, it’s not uncommon that marketing and sales speak different languages. They have different goals, different definitions of what a lead is, and different expectations of the other department’s role. During this seminar we will discuss how to bridge the gap between marketing and sales. We will look at each department’s role in lead generation, qualification, and sales. Finally, we will delve into follow-up processes and the importance they play in tying the two departments together.
CRM ROI – Can You Achieve It? A quick look at how companies are achieving ROI in CRM implementations. We will discuss where to start determining ROI for your CRM implementation and discuss when and how to implement CRM. We will also cover how to measure ROI and what to expect in the first year.
Complimentary breakfast seminar - 7:30 am - 10:30 am Seminar Dates: Fond du Lac, WI - August 15, 2007 Appleton, WI - October 10, 2007
Register now 1-866-737-6581 www.resolvcrm.com SalesLogix Tips & Tricks Saving Seconds with Simple Shortcuts
The SalesLogix toolbar has several buttons that allow you to quickly navigate the workspace.
The first two buttons allow you to flip between previously viewed entries, much like the forward and back arrows in an internet browser.
The item history button may be one of the most useful little known features of SalesLogix. Clicking on this button will bring up a list of all the records you’ve visited since opening SalesLogix. Exiting the program will clear the list.
Need to transfer contact information to Word or another program? Find the desired contact and click the copy contact info button. Now all you have to do is go to the other program and press CTRL + V to paste the contact’s name, account, address, e-mail, and phone number into your document.
The list/detail button allows you to switch between the detail and list views. You can also do this by pressing F8.
The fourth segment of the toolbar allows you to insert new accounts/contacts, opportunities, notes, tickets, contracts, returns, and defects.
The next group of buttons can help you manage your schedule. The first four buttons allow you to schedule phone calls, meetings, to-dos, and open the activity notepad.
The green checkmark button allows you to complete activities. Clicking this button while in account or contact view will do one of two things. If you have uncompleted activities with that account or contact it will give you the option of selecting the activity. Otherwise, SalesLogix will bring up a window to let you select a phone call, meeting, or to-do to complete. This shortcut is especially helpful for unplanned activities, such as an unexpected phone call from a client.
Need to send an e-mail to the contact you are on? Click on the new e-mail button and you will be taken to your e-mail program. If you need to send an e-mail to several contacts from an account, click on the button while you are in account view. This will bring up a window listing all the contacts under an account. Select which contacts you want to send the message to and who you want to CC or BCC. Click OK and you will be taken to your e-mail program so you can write your message.
Finally, you can use the export to Excel button to send the group you are on to Excel.
KnowledgeSync Tips & Tricks
Is there a way to
use KnowledgeSync to monitor the status of the SalesLogix Sync Server?
We've got a client who not only wants to know if a remote user hasn't
synched within a certain amount of time, but also wants to know if the
sync server itself has stopped running.
Windows Tips and Tricks Common shortcuts
The following key combinations can be used to perform several useful tasks in the Windows environment and work with many different programs.
CTRL + A: Select entire document CTRL + C: Copy CTRL + N: Creates a new document CTRL + O: Opens a new document CTRL + S: Save document CTRL + X: Cut CTRL + V: Paste CTRL + Z: Undo
You can highlight text without using the mouse. Press SHIFT and use the arrow keys to highlight the text you wish to select.
You can take a screen shot of the desktop by pressing the Print Screen button:
By Pressing ALT + Print Screen you can limit the shot to the active window:
After doing a screen shot open Paint, Word, or any other program you can import graphics into. Select paste from the edit menu or press CTRL + V to paste the image into the document. Contact Support
…but don’t worry-we might know what it means. Here is how to contact tech support:
Normal tech support hours are Monday through Friday 8:30 am – 4:30 pm Central Standard Time. Help may be available during non-business hours for an incidence fee. If it is an emergency or after hours, please call, since we cannot guarantee that email will be responded to prior to the next business day. During business hours, phone calls have priority over email.
Phone: (920) 268-4877
E-mail: support@resolvcrm.com
Remote live support: http://www.resolvcrm.com/assist
Web ticket: http://www.resolvcrm.com/supportquestions.html Our Referral Program Resolv, Inc. is always looking for referrals, but what bonuses do you receive if you give us a referral?
To Read More on our Referral Program, Click Here Something to Think About You Know You’ve Been Living in the Computer Age too long if… …you get home from work and you still answer the phone in a businesslike manner and dial 9 before making calls. …you’ve ever accidentally entered your PIN or password into the microwave oven. …leaving home without your cell phone (a device you’ve gotten by without for the majority of your life) is cause for panic. …you haven’t played Solitaire with a deck of real cards in years. …you page your son to tell him supper is ready. He e-mails you back asking “What’s for dinner?” …you can’t remember the last time you saw a commercial that didn’t have a website in it. …you e-mail the person who works at the desk next to you. …you receive messages like this from people who you never hear from anymore…except when they forward you e-mail jokes. …you’re thinking of who you want to send this to right now!
-Adopted from a forwarded e-mail. Author(s) unknown.
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