Yes, there’s some wiggle room from exaggeration in marketing (even B2B marketing). But no matter how well you toe that line, the only purpose of your lead generators is to simply say what you really are. Anything that takes you further and further from that truth is only going to result in long-term disappointed customers.
Were you a dreamer when you tried to generate software leads for the first time? If you were, don’t be ashamed. Don’t feel bad either if you felt way in over your head.
On the other hand, don’t let the failure to nab some big name brands keep you from a goal. Just because you’ve only been managing to sell the small stuff doesn’t mean that you haven’t made a big change in your prospect organizations.
If you think the title is talking about your sales and your marketers, you’d be wrong. Besides, there are plenty of experts already taking shots at bridging this age-old divide.
However, what about the divide in your prospect organizations? Aren’t these also a challenge to overcome in your appointment setting strategy?
In B2B relationships, even the most purely contractual ones, a major source of strain is that both parties can’t agree on the solution. This happens when you’re trying to close a sale. It comes back to haunt during the development and deployment stages.
But you know, maybe you should’ve seen it coming even while you were still qualifying your software sales leads. Are you doing things the way the client wants or do you take pride in your own way of identifying potential customers? Either way, the attitude could’ve been an indicator of any future strain in your business relationships.
Out of all holiday seasons, Christmas is probably the one that has most emphasis on tradition. Whether your reasons are religious or historical, everyone has something special they want to do exclusively to this time of the year.
But you know, there are other aspects to tradition and these aspects have a lot in common with what it means to maintain a long-term business relationship.