Avoiding Costly Mistakes in B2B Lead Generation
Exploring the Major Mistakes That Can Make Your Lead Generation Efforts Much More Frustrating and Costly
Finding ways to improve lead quality and quantity can be a target that's constantly moving. But our latest research shows that some practices companies rely on just aren't that effective---in fact, they may be turning prospects away. In this recorded training session, you will learn about:
- Why expecting sales reps to prospect, cultivate, and close is unrealistic and hurts the quality of the resulting business.
- The challenges posed by leads that are TOO qualified and the huge opportunity missed through BANT qualification.
- How your lead-gen registration forms could be costing you business and why you should consider trashing them.
- The process changes some companies are making to significantly reduce their percentage of disqualified leads.
This webinar is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
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How to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even talks to the prospect.
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Pricing Services to Align with Customer Value
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Lowering the Cost of Customer Churn in B2B
It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.
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How to Craft Effective Strategic Value Messages
How do you get prospects to recognize, understand, and believe the value of your offerings? This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.
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