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Category Archives: LeadJen Bloggin

Oct 19 0 comments
Case Study, Jesubi, Lead Generation, LeadJen Bloggin, Success Story

Upcoming Webinar: “Winning Strategies for Lead Generation in a Down Economy”

“Winning Strategies for Lead Generation in a Down Economy”.
November 4th at 2pm Eastern/1pm Central/12pm Mountain/11am Pacific
Register: https://www2.gotomeeting.com/register/331909442

LeadJen is honored to have Mike Bryan, VP of Marketing for WebLink International, join us for the webinar. Mike will share results from working closely with LeadJen to generate leads, improve sales productivity and grow pipeline.

The webinar will also feature a short demonstration of the results engine (www.jesubi.com) used by LeadJen and WebLink to capture and categorize important competitive intelligence about prospects and answer questions about the program including:

-What percentage of our prospect conversations result in an appointment vs. no interest?
- Which list/campaign sources generate the most appointments and why?
- How many dials does it really take to identified the highest quality leads?
- How do my prospects respond to different messaging strategies?
- How can we lower our cost per lead and improve conversion to forecast?

We hope you and your colleagues can join us for the webinar on November 4th at 2pm Eastern/1pm Central/12pm Mountain/11am Pacific.

Register here!
https://www2.gotomeeting.com/register/331909442

Oct 15 0 comments
Case Study, Lead Generation, LeadJen Bloggin, Twitter

Appointment Setting in December: Yes, No, Maybe?

Can an inside sales program really be successful in December or after Thanksgiving for that matter?

Whether companies have internal inside sales team or use an outsourced model, this question always seems to arise in Q4. Many companies perceive that there are too many factors that dissuade appointment setting. I guess the logic makes sense and I can see why many companies believe this to be true. The vacation time and out of office time is definitely increased during the holiday season. Also, sales reps are busy! It seems all their time is consumed with closing business before year-end.

However, data that LeadJen has gathered in the last 5 years tells us this isn’t really true. In fact, while the conversation rate (connect rate) for prospecting decreases slightly, the conversion of conversation to appointment actually increases. Why? It’s not that the messaging has changed significantly for any one of our clients. I believe it’s due to the lightened mood of the prospect as well as the fact that the ancillary messaging (content not directly related to value propositions) is highly relevant and focused on something fun…vacations and holidays! Conversations with operators, admins, and executives all go more smoothly because inside sales executives can use the holiday season and vacation time to ‘warm’ a cold call.

The other very important criteria is that while setting brand new appointments for the sales team in December might not make much sense, setting appointments up for January helps start the year off right! Many companies seem to forget that if there isn’t prospecting activity between Thanksgiving and year-end, then there won’t be any activity teed up for the new year. So, come January 1st, everyone is scrambling to generate sales activity and the pipeline must be re-established for prospecting, which means the first appointments might not come until the end of January or February. That can greatly impact sales cycles and revenue.

In conclusion…keep the prospecting activity going year round. Maybe you’ll connect with less people, but if you do connect, you are much more likely to have a positive conversation. Plus, the year-round activity will help ensure that the company doesn’t suffer a dip in sales activity…which could lead to a dip in revenue!

May 21 0 comments
LeadJen Bloggin, LeadJen News

TechPoint Mira Awards… a celebration of Indiana’s growing success in the technology market.

Indy’s innovation in the technology sector is on the rise.  Attendance to the Mira event past Saturday at the Indianapolis downtown Westin, was packed with hundreds of attendees, in comparison to a few years ago.

The use of alternative energy with golf course maintenance machinery, Precise Path Robotics, was honored with Indiana’s Innovation of the Year. The Information Technology Gazelle winner was Scale Computing. Their storage “cluster” technology uses a cloud computing method to provide seamless storage. With cloud computing mounting, this award seemed more than deserving.

Greater Indianapolis is becoming a multifaceted contributor to the nation’s innovative map.   From art and culture, to business development and technology, the Mira awards reflects the importance and rapid growth of the technology footprint in Indiana.

May 18 0 comments
Lead Generation, LeadJen Bloggin

Objection Handling Tips

First of all, the real purpose of the call is to uncover if the company is in a position desirable for setting appointments with our clients. Once you have found that they would be a good fit for the solution offering, you might run into some prospects that are just simply

  • Too Busy: Ask to set an appointment a few weeks out.
  • This way you are respecting their time constraints and also making sure they fulfill the appointment opportunity.
  • Gatekeeper: Use your best judgment.
  • Working with the gatekeeper can sometimes help you. Inform your contacts administrative assistant of why your calling and try to uncover some critical appointment setting qualifications.
  • Undetermined Refusal: Always represent the brand of you company in the best light.
  • People have bad days, and people misunderstand you as “just another solicitor.”
  • Remember, you have been in these situations too. Sympathize with prospects and respect their decisions and literally tell them that. Before the conversation ends try to reference alternative communication they can review at their leisure or ask to follow-up at a better time per their preference.

Prospects are people that have bad days and get mad too. But they also give second chances.