How to obtain hot Leads for B2B Sales - Sales Outsourcing

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How to obtain hot leads for B2B sales (Sales
Outsourcing) Telemarketing Digital
Marketing Buzz generation via PR
www.salesforceeurope.com
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Selling complex systems or services to companies
is quite different from pushing mass products to
consumers. Complex systems sales require a solid
level of trust between the seller and the buyer
through multiple contacts with customer staff and
decision makers. Such sales also often span a
long period involving presentation, evaluation,
trials, RFQ, proposal, contract negotiations,
delivery, installation, testing and final
acceptance. Since sales people play a pivotal
role through the whole process, as supplier, you
have to make sure you engage professionals with
solid expertise and experience.   In addition,
you have to maximise your sales people efficiency
by enabling them to get and follow the best
possible leads.   If your target customers are
easily identifiable e.g. telecom operators,
large banks, food retail chains- you can ask the
sales people to qualify such prospects one by
one, relying on already established contacts in
such companies.
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At the other end of the spectrum, if you can
consider about any company as a potential
customer (quasi B2C scenario) and if you have no
upfront indication of what market sectors would
be the most lucrative, lead generation plays a
predominant role.   There are several ways to
create a pipeline of quality leads and, in most
cases, these methods can and should be combined
to maximise effectiveness. Lets examine three
standard approaches. 1 Telemarketing
Calling potential customers by well trained
professionals allows to identify and to partly
qualify interesting targets. This method permits
trials and errors, testing samples in several
sectors and progressively focusing on the most
fruitful. You have to be careful not to
antagonise buyers with quasi- automated calls
sounding like cheap telesales. Callers have to
fully understand what they present and be able to
entertain a meaningful conversation through
relevant questions... and answers. Positive calls
can be followed up with mailings including
appropriate documentation and introduction of the
sales person who will carry on the dialog.
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2 Digital marketing In todays world it is
essential for most companies to have a
well-managed social media presence. This includes
the development of professional LinkedIn,
Facebook and Twitter pages efficient Search
Engine Optimization keywords Search Engine
Marketing technologies enabling online chat,
automatic email responses, web conferencing and
so on. Using advanced Online Reputation
Management listening techniques, you can seek out
relevant conversation hubs and Key Opinion
Leaders and develop a plan to create a Conversion
Rate Optimized online presence. By putting all
your digital assets to work for you in generating
leads efficiently, you will generate a pipeline
of significant new leads.  
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3 Buzz generation Your first challenge -when
entering a new geographic or application market-
is to catch the attention of potential customers
and to create some interest for your products
and/or services. You will make the task of
telemarketers and sales representatives
significantly easier if -in the first contact-
your companys name/brand rings a bell in the
prospects mind. So, you need to create a buzz in
the new market. Apart from advertising, public
relations -PR- is a rather efficient way to
generate buzz. A single, part-time freelance
local PR specialist with a reasonable knowledge
of your application market can make a significant
difference by drumming up the support of relevant
media/publications, making your brand show up and
initiating word-of-mouth. The whole process can
be kicked off by a launch event marking your
entry into the market. Your PR person will also
advise your participation in local conferences or
seminars, and help you manage contact during and
after such events. 
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Sales Force Europe can help you generate hot
leads through the above methods by offering, in
addition to standard Sales Representation
Services and Sales Management Services, the
services of experienced professionals in
telemarketing, digital marketing and PR and all
main geographies.   Sales Force Europe General
Castaños 9-2D Madrid 28004 Spain http//www.salesf
orceeurope.com 34 91 310 0070