Recently, both consumers and businesses alike have come to question the need for lead generation and marketing. It all starts with a very valid question: Is promotion all that a business is about?
Well technically, it is not but that does not mean it a process your business can do without. A software business is not all about accounting either but you also needed to keep budgets in check and make sure taxes are paid.
ERP software is a growing industry and like any growing industry, companies within must not grow complacent in lead generation. This is not limited to the industry within certain countries but, as many IT professionals can attest, people should start viewing industry growth in light of an increasingly globalized economy.
If marketing and business communication are all about transparency, then it is clear how a lead generation strategy can risk exposing trade secrets. And while many businesses are called to transparency, they themselves also have a right to their own privacy.
Generating software leads should be all about getting to know your prospects. However, that is not as sentimental as it sounds. There is definitely a professional side to the process. In fact, you are only being more objective if you are familiar with all the facts surrounding your potential clients.
Nobody likes a pushy marketer or a salesperson. However, you cannot get qualified software leads if you have no clue as how to drive prospects further into the sales process. Then again, it does look quite simple and automatic for B2C brands. But for B2B salespeople, they need to patiently wait days, weeks, or even months before their target decision makers get back to them. Such periods leave plenty of room for uncertainty and not to mention, they cannot get back the amount of time they invested. Is it really possible to speed this process along without necessarily turning off your prospects?