When it comes to sales, if there's a gap between "where you are" and "where you want to be," chances are that something is going wrong in your Sell Cycle.
In business-to-business (B2B) sales, this "Missing Link problem" is usually caused by the different definitions used by the Marketing and Sales departments when they're talking about what constitutes a sales lead. In short, Marketing often talks about clicks, hits and names; while Sales is only interested in appointments.
But it's more than just about having different definitions; it's symptomatic of a fundamental difference in perspective, goals and approach. If you get it wrong, by the way, you can spend a lot of time and money producing junk, and wind up going out of business. But if you get it right, then the world's your oyster.
The different definitions of what constitutes a sales lead can become a barrier-to-success anywhere in your sell cycle. But if you answer "yes" to any of the following questions, you have a problem:
Whichever version of the problem you have, there's only one way to solve it: Lead Generation. It's the Missing Link between Marketing and Sales.
The objectives of what we do are simple:
At LeadGen.com, we have over 50 different solutions to your sales challenges, each of which can be custom designed to address your specific situation. See here for the full list, but a successful approach usually includes at least one of these:
Getting in the door is the critical path item in B2B sales. Because, while it's true that "nothing ever happens until somebody sells something," it's equally true that "no one ever sells anything until they get in the door."
If you have lots of sales leads but you don't know whether they're any good (i.e. worth pursuing) or not, you have a lead qualification problem. At LeadGen.com we can get to the decision maker, uncover their pain, and quickly determine if they're worth going after.
In B2B sales, knowing where to look for new business is half the battle. By identifying people who actually have a need, data mining can turn a "fishing expedition" into a "turkey shoot."
When it comes to sales, the problem isn't just knowing who needs your product, it's knowing when they need it. Mindreader can tell you when to call, not just who to call.
So why did the marketing professional cross the road? Because accountability was coming the other way. If you have a Marketing or Sales challenge, and you want to close the gap between "where you are" and "where you want to be," call LeadGen.com today. We can help.