After 20 years in Technology Sales and Business Development I appreciate the value of new business opportunities. If like me, you have been in that position of needing more quality leads, then you’ll appreciate how amazing it feels when it starts to work and the phone rings with warm prospects on the end of the line.
And so, that how it happened. The technology and methods we used to generate leads for communications and workflow software, well, it became more interesting than what I was selling. That’s when I started to do it for other people.
It gives me a buzz that we are in service to businesses helping them thrive and grow. The best performing businesses are great to work with, we find them in a happier place than when we started.
Stop Interrupting People
I feel partly responsible for providing a lot of that voicemail software that made outbound telemarketing harder and harder. For sales people we can’t build pipelines the way we used to, it annoys people.
Outbound sales calls are harder (we should still do them)
As Marketing has gone ‘digital’, it has put the buyer in charge of the sales process. If you’re going to interrupt what prospects are doing with ‘cold calls’ you had better have a great proposition, one that is built around them. If you can do that, then really, you should.
But for many businesses, especially the professional services, its difficult and expensive to find the right prospects, and find them when they’re ready.
I believe that for these businesses, then….
No Marketing, No Sales, No Business.
Marketing comes first.
There is a better way, more courteous, more conversational
People are busy. Interrupt them for your own selfish purposes and they’ll not thank you.
But be there when they’re ready, respond to their Search, anticipate and answer their questions, help them understand and they will call you.
Matt Lives in Milton Keynes, with his wife Jo and daughter Alexandra.
Connect with Matt Lambert on LinkedIn
There are very occasional blog posts over on his personal blog
Even rarer tweets on Twitter
Matt claims to know Seth Godin. He doesn’t really, but he did get a photo taken with one of his heroes at an event a couple of years ago