Knowledge Base about lead generation process.
What's required for IT leads generation? Each industry is different, and the best lead generation methods vary from industry to industry, from target group to target group. In general, the IT industry is characterized by the fact that most participants use email and social media. This creates an opportunity to use those two obvious marketing channels and take advantage of how easy you can reach IT companies from the get-go. These channels typically don't require huge resources , but rather a clever approach and a deliberate, thought-through, repeatable process.
Regardless of the industry, an effective, scalable business requires a steady, scalable stream of incoming leads– inquiries from potential clients that you have some data about. For early stage companies, you can start organising sales into a manageable, scalable process from the start:
Early stage network sales won’t sustain your business’ growth long-term. You’ll need a strategy for creating interest in your company’s solutions and finding new clients outside of your network – you need lead gen companies. Now’s the time to look for someone to take over the sales side of your business. Start investing in marketing and sales. You know where the leads are, what to do to make your clients happy and you have proof of how well you do business. Compare outbound and inbound marketing tactics and prepare a strategy with multiple lead generation tactics that you’ll be able to implement based on your team’s skills and resources (like IT lead generation software) you have available.
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Looking for business lead generation ideas? You’re in the right place. No business can survive without a solid lead generation strategy in place. Business lead generation is basically finding out who needs your product most and what are the easiest ways to reach these people.
It’s not rare for service companies to have cash flow problems. It takes clever financial management to maintain a healthy service business – especially in IT. The fixed costs of providing IT services are high. It’s not a good idea to save on hiring, because a skilled team is essential to stay competitive.
But there are other ways of improving cash flow, without sacrificing your most important business assets.
Finding new customers is always a hard nut to crack, especially for IT companies. Indeed, even though IT is a fast developing industry, the market is already overcrowded and there aren’t enough potential buyers for the type of services offered.
As a result, the challenge can be so tough, that many IT companies just dig into their closest network or they just take advantage from referrals to get more new clients for their business.
No matter how great your lead generation process is, a majority of your leads always go to trash. Together with your cash, unfortunately…
An average lead conversion rate varies from 3% to 10%. Meaning – 97% of all the leads – bring no value in the end (but take your money and time to be generated).
But what if I tell you that it’s possible to close 16% of those lost leads from trash with little efforts – by “recycling” them?
Getting ready to generate business leads with an online marketing campaign? Pondering how to start, or doing final checkups before you hit the switch? This article will be helpful no matter what stage you’re on. Use these insights to run a smooth campaign that generates business leads.
Ready? Let’s do it!
Wondering how Daenerys Targaryen managed to return her power and increase number of supporters after loosing everything she had?
There’s no magic in it – just pure marketing.
I am saying that Khaleesi is a lead generation expert. There is already a queue of people who’d like to join her. Her success story is an endless treasury of tips and inspiration for lead generation. Here are just some of them:
Many founders around the world want to build software companies that constantly have new projects queued up and always deliver high quality.
Few will come out on top – the competition is strong, there are never enough clients and great developers are a diamond dozen.
But successful companies show that you can thrive in this tough environment. I’ve spoken to founders of market leading, go-to software development companies in B2B, some with hundreds of employees on-board.
Here’s what I learned about the road to building a strong software company from founders of 4 companies – Arkency, Netguru, Polcode and Software Mill.
Easiest way to get your first clients is to look for them in your local market – and we all do that, even though the reality of emerging markets can eventually eat your company up.
You have to deal mostly with oldschool businesses that don’t like to work on a time&material basis, and try to control everything you do as if you’re not the expert. And you know that not too far away there are clients who can pay you 2-3 times more (which, for instance, is about the exchange rate of $ to PLN) and who will be easier to work with.
In less than 8 years, Netguru has become a leader in the software dev market, with offices all around Poland and a long queue of clients, from early-stage startups to corporate giants. They were the 5th company in the Deloitte Fast 50 ranking for 2 years in a row.
When you’re building a software development company there are a lot of traps just waiting for you to fall into. Luckily they are things that you can plan ahead for and minimise the risk of them ruining your business.
I’ve been talking to my good friend who’s the founder of Arkency, and we isolated two huge problems that make software dev companies disappear from the market. I’m talking about working with big clients and managing your production and sales flow.
A big B2B client is what most startups want because, among other perks, it’s a great boost for sales. It seems like a titanic task to pull off, but when you’re good at what you do then there’s no reason not to approach enterprise clients.
There are multiple hacks you can use to get your cold emails responded to by desired decision makers. Check out 6 ideas for reaching enterprise decision makers that were previously beyond the reach of your emails.
Cold mailing has many perks that niche companies can benefit a lot from. Such was the case with Knights of Unity, a game dev studio with a narrow customer profile that needed more clients.
I want to show you how they got them, and how to build a proper, complete cold email campaign for a niche business.
Inbound and outbound. Those two sound like perfect opposites. And I think many marketers see them that way. Moreover, it seems to me that many marketers feel like inbound is the only right way to go, while outbound is pure evil. Well, it’s not. It doesn’t have to be. Here’s 5 reasons why you should try outbound to empower your marketing and sales efforts and get more leads for your business.
For starters, let’s clear that up. It’s not that you’re going to abandon all your inbound tactics the moment you go for outbound.
Tracking down the perfect customers for your company is quite an effort. Don’t spend your marketing budget to test strategies at random. It’s easier when you define your target customer segments first.
Do you still treat all your sales leads the same way? Because it might be the reason why you have problem reaching your monthly sales goals. There are a few significant differences between inbound and outbound leads.
Over 530 small and medium companies from around the world have tried cold email lead generation with RightHello. And – surprise, surprise – we use that process to acquire customers too.
Just over a year ago we also started doing serious inbound marketing. And we’ve noticed that leads are very different depending on their source.
Are you spending money on the right lead generation strategy? You might be burning resources without a solid plan for an easily scalable, predictable “backbone tactic” and without it, the future of your company might turn out lead-less.
What’s a “backbone tactic”? The most important part of your overall lead generation strategy. The company-specific tactic that generates new clients even when everything else fails. I know many companies that rely mostly on one inbound, or one outbound tactic – simply because it works.
What’s the right backbone tactic for your company? It depends. If you’re among the 68% of companies that report struggling with lead generation*, this article will help you pick the best tactic to find your own Glengarry leads (without Alec Baldwin screaming at you). Read on!
You can’t force a busy professional to buy anything, and that’s not the point of sales. But you can do your best to get someone interested, and b2b lead nurturing can give you a long-term boost in the amount of qualified opportunities you bring in.
Still not sure how emails can help you get new clients? In the B2B (business to business) tech industry, cold emails are one of the best ways to find them. It won’t be effective instantly – but patience and perseverance will grant you a very fruitful lead generation channel.
When you show customers that you care, they start to like you and, eventually, tell others about you. That’s why we work on developing new ways to deeply connect with clients. Salespeople know referrals are the best way to generate easily workable leads, but unless your company is the hottest startup on the market, people won’t feel any need to talk about you with their network. That’s why I wanna show you a trick to get referred more.
RightHello’s sales team just signed the 100th client [April 2015 – BM]. It took us 12 months of hard work and we had fun helping our clients (Thank you all!). We’ve learned a lot during the process and I want to share some of the things that helped us get here – a set of guidelines for qualifying leads generated from cold email campaigns.