Lead Generation

Home/Lead Generation
2 12, 2020

Can you hear your customers?

By |2020-12-02T06:53:17+00:00December 2nd, 2020|Lead Generation|0 Comments

Most companies talk of placing customers at the heart of their business, yet very few actually do. I was with a client last week working on their global customer account process. We were discussing the ethnographic customer experience research that we had completed for them. My client was delighted with what we had uncovered, but was lamenting their own incompetence at conducting any type of deep customer listening or understanding [...]

19 11, 2020

Bidders views of Buyers

By |2020-11-19T08:54:37+00:00November 19th, 2020|Lead Generation|0 Comments

A climate of mediocrity pervades the RFP process. You might expect bidders to whinge. But the quality of many RFPs is clearly very poor. That’s resulting in many buyers paying more, and receiving poorer quality solutions than they need to. Aligned with poor initial engagement and a sense that most RFP processes are just going through the motions to validate the selection of an already-preferred supplier, we have to ask: [...]

4 11, 2020

Follow the Customer

By |2020-11-04T06:49:43+00:00November 4th, 2020|Lead Generation|0 Comments

The CEO of a major supplier to the telecoms industry was frustrated. An initiative to increase sales volumes and shift the company’s product mix to higher-value components was stalling, and not for lack of effort. With support from a marketing campaign that emphasised a slew of new product features, frontline sales managers had stepped up calls to their purchasing contacts at OEM customers. Yet they reported that buyers weren’t buying. [...]

4 03, 2020

What is a B2C2B marketing strategy and how does it work?

By |2020-08-20T08:20:40+00:00March 4th, 2020|Lead Forensics, Lead Generation, Partner Content|0 Comments

Most businesses fall into one of two categories, following either a business-to-business (B2B), or business-to-consumer (B2C) model. But with all the digital advances that have been made in recent years, things are changing and different models are starting to emerge. Business-to-consumer-to-business (B2C2B) is one very intriguing new way of marketing a product, which is growing in popularity. This is how it works – a business will begin by “selling” to employees [...]

4 03, 2020

The secret of highly successful B2B referral marketing

By |2020-08-20T08:21:46+00:00March 4th, 2020|Lead Forensics, Lead Generation, Partner Content|0 Comments

Referral marketing is the holy grail when it comes to B2B sales. If you’re lucky enough to get a steady stream of recommendations coming your way, then your results are going to skyrocket. Generating leads through word of mouth is basically about having customers, past and present, along with fans and ambassadors of the brand, out there spreading your message for you. Even if the only marketing you achieve is referral marketing, [...]

13 10, 2019

Permission Based Selling – does it benefit a telemarketing campaign?

By |2020-08-20T08:04:00+00:00October 13th, 2019|Air Marketing Group, Lead Generation|0 Comments

When I first started working at Air I found myself in a whole other world. I had landed a job in a fun, dynamic and rewarding start-up where we worked hard and reaped the returns. Air has a culture that we all want to be a part of and is a company that you truly want to contribute to. But when I started one thing did have me stumped – the [...]

13 10, 2019

What are the benefits of outsourcing your B2B full cycle sales?

By |2020-08-20T08:07:56+00:00October 13th, 2019|Air Marketing Group, Lead Generation|0 Comments

Running a business is a constant learning curve. It will always involve a juggling act, as one plan lands another will inevitably be up in the air. Sometimes, it pays to admit that you can’t do it all and look towards outsourcing to help. Read More: https://www.air-marketing.co.uk/2019/03/20/what-are-the-benefits-of-outsourcing-your-b2b-full-cycle-sales/

13 10, 2019

What should you consider when outsourcing your sales and marketing activity?

By |2020-08-20T08:11:19+00:00October 13th, 2019|Air Marketing Group, Lead Generation|0 Comments

For any business looking to raise brand awareness and encourage growth, a strong sales team will quickly become your best friend. But the world of sales is vastly different to what it was a couple of decades ago, the traditional hard sales tactic simply won’t work anymore. In order to reach and nurture your prospects through to close, you need to pair your sales with targeted marketing activity and offer a [...]

13 10, 2019

Top 10 tips for successful telemarketing

By |2020-08-20T08:15:42+00:00October 13th, 2019|Air Marketing Group, Lead Generation|0 Comments

Dependant on your business and the goals you want to achieve, there are a number of things to consider when running a successful telemarketing campaign. We’ve complied our top 10 tips for successful telemarketing below, with links to our blog archive for more information. Read More: https://www.air-marketing.co.uk/2019/09/20/top-10-tips-for-successful-telemarketing/

13 10, 2019

Leads, I hear you say?

By |2020-08-20T08:18:00+00:00October 13th, 2019|Air Marketing Group, Lead Generation|0 Comments

It’s no surprise that when clients begin working with us, and throughout our partnership, their top concern is leads and building a strong pipeline. Even though leads are important, they are only worthwhile if they are of good quality. So, whilst businesses may want to generate leads as quickly as possible and build that pipeline over a short period of time, at Air our top priority is reminding prospects and clients [...]