In this episode, Barb Giamanco and Doug Lehman chat about strategies for generating higher quality leads, in less time.
Access to decision makers is tough! An IDC study reported that inundated with data and sales pitches, buyers return only:
- 10.5% of phone calls
- 9% of emails from new vendors
Yet, pressured by management KPI's, every day salespeople use the same tactics - cold calls and cold emails - in an effort to convince a prospective customer to agree to a sales meeting.
In IDC's Social Buying Meets Social Selling whitepaper they concluded that "While time is scarce, trust and confidence can be even rarer. Buyers making high-impact decisions will gravitate toward methods that make confidence building easier."