The Trends drive the Needs. The Needs drive the Technology. [...]
In this whiteboard video, J. Ryan Williams, VP of Sales at LeadGenius, offers a high-level overview of how the B2B selling process maps to the B2B buying process.
Today, in addition to having their entire inbox annotated automatically by LeadGenius, customers that use LeadGenius’ outreach tool will receive real-time alerts when prospects respond positively or negatively to an outbound email.
Take a look at how a few industry experts describe ABM. Notice what’s different, and more importantly, notice what’s the same. You’ll see that while they’re certainly distinct in some respects, they actually point towards a definition that’s more universal than not.
How well do you know your lead goals? Anand Kulkarni, Chief Scientist at LeadGenius, does the math.
In this whiteboard video, Lena Shaw, Director of Marketing and Growth at LeadGenius, demonstrates how outbound email campaigns can be used by marketing teams to accelerate lead velocity at all stages of the funnel.
The short answer to why sales people keep emailing you, even after you ignored, say, their first 4 emails is simple: odds are, you might come around. LeadGenius data shows that most salespeople give up too quickly and should possibly send you more emails—32% of the positive replies sent through their email outreach service came in response to their 2nd, 3rd, 4th, or 5th cold email.
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This isn’t just a content strategy or a play at “thought leadership,” it’s also how we passively validate leads. Keeping one general principle front and center at every point of interaction helps small sales and marketing teams reinforce the appeal of their core product and find the leads that will have the most payoff.
There is a lot great of information out there on how to send a good initial cold email, but the truth is there’s a good chance your prospect won’t reply. If you’re like most B2B sales reps, you’re averaging reply rate hovers around a 12%. If you’re really good, you’re north of 15%. However, nearly half of all salespeople give up after one attempt, according to Scripted. It’s easy to think, “If I just gave my best effort with a great 1st email, then what are the chances a prospect will reply to any subsequent emails? I should just move on to the next lead.” It’s logical to think this, however, it’s dead wrong.