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B2B Lead Generation: How to Use the Phone to Drive High Quality Leads

Topics
Marketing
Sales
B2B Marketing
B2B Marketing Week
Content Marketing
Inbound Marketing
Inside Sales
Lead Generation
Lead Management
Leads
Marketing Automation
Outbound Marketing

Highlights

The topic du jour for B2B marketing has been inbound marketing and rightfully so. Phone driven lead generation has been key to B2B marketing success for years, but what is it’s place in today’s world of content marketing and marketing automation? The top experts discussed using the phone to drive high quality leads for your organization.
Topics Included:

  • How to incorporate the phone as a channel in your lead generation processes
  • Tips and best practices for generating real results using the phones
  • Horror stories on “what-not-to-do” when leveraging the phone

Speakers

Orlin Camerlo
Orlin Camerlo
CEO
Extended Presence
details
Dan McDade
Dan McDade
President
PointClear, LLC
details
Aaron Ross
Aaron Ross
Founder, Managing Partne...
Predictable Revenue, Inc...
details
Steve Richard
Steve Richard
Co-Founder & Chief Conte...
Vorsight
details
@efairleigh tweeted
LISTEN: B2B Lead Generation: How to Use the Phone to Drive Quality Leads. http://focus.com/c/HWr/ 7/13 #FocusRT713 @pointclearpd @dandade
July 14, 2011
@motoceo tweeted
RT @laureneharper best way to start a convo: ask their permission to talk; be nice & authentic- drop the jargon @motoceo #FocusRT713 #sales
July 13, 2011
@KyBedard tweeted
RT @funnelholic Love this one: How to generate leads using the phone. Roundtable tomorrow on @focus http://t.co/D9uOeAc 7/13 #FocusRT713
July 13, 2011
@motoceo tweeted
RT @laureneharper most common mistake that comps make in passing leads, etc. is not specializing their salespeople @motoceo #FocusRT713
July 13, 2011
@donfperkins tweeted
Thanks Aaron Ross, @dandade @srichardv @damphoux Orlin Camerlo: Great chat on #B2B #LeadGen #FocusRT713
July 13, 2011
Laura Rotroff
Laura Rotroff asked a question
Can you give a specific example of multi-touch strategy you have used?
July 13, 2011
1 Answer · Answer this Question
@LaurenEHarper tweeted
The simplest way to start a convo is to ask their permission to talk. Be nice and authentic- drop the jargon @aaronlintz #FocusRT713 #sales
July 13, 2011
@LaurenEHarper tweeted
Don't ignore the value of multi-touch programs @dandade #FocusRT713 #sales
July 13, 2011
@LaurenEHarper tweeted
Common theme from #B2B marketing week: put yourself in your buyer/customer/prospect's shoes. What would you respond to? #FocusRT713
July 13, 2011
Jordan Gianni
Jordan Gianni asked a question
What are the important qualities to a salesman that make him lethal on the phone?
most sales employees are so specialized in one attribute of the sale that if a customer seeks more from a salesman they crack and loose the lead. when you teach your sales force what is your focus on as key strengths a salseman should have to be succesful on the phone.
July 13, 2011
5 Answers · Answer this Question
@LaurenEHarper tweeted
The best way of getting emails is as a bi-product of using the phone @dandade #FocusRT713
July 13, 2011
@donfperkins tweeted
@srichardv Put yourself in the shoes of that person you are calling. Would you call you back? why? #FocusRT713
July 13, 2011
@donfperkins tweeted
@srichardv #salesfail: They aren't talking to me about my business, their talking about their business. #FocusRT713
July 13, 2011
@LaurenEHarper tweeted
The most common mistake that comps make when passing leads, etc. is they don't specialize their salespeople @motoceo #FocusRT713
July 13, 2011
@LaurenEHarper tweeted
We have an obligation to reeducate sales as to what qualifies as lead criteria so that they aren't missing out on opps @dandade #FocusRT713
July 13, 2011
@LaurenEHarper tweeted
When it comes to lead qual, marketing has to go directly to sales and determine what they really really want (via Orlin Camerlo) #FocusRT713
July 13, 2011
@LaurenEHarper tweeted
Nothing happens until somebody picks up the phone- phone is critically important to lead gen @dandade #FocusRT713
July 13, 2011
@donfperkins tweeted
Join now: Focus Expert Roundtable: B2B Lead Gen: How to Use the Phone to Drive Quality Leads http://t.co/89w93Cb #FocusRT713
July 13, 2011
@LaurenEHarper tweeted
B2B Lead Gen: How to Use the Phone to Drive High Quality Leads w/ @srichardv @dandade &more starts NOW! http://t.co/89w93Cb 7/13 #FocusRT713
July 13, 2011
Marc Prince
Marc Prince asked a question
What are some of the strategies for using the phone to build an email list?
Email is a better medium for broadcasting and automating the sales effort, thereby leveraging the time of the "single shingle" shops trying to build business.
July 13, 2011
Be the first to answer
@PointClearPD tweeted
#FocusRT713 today 1pm PT | 4pm ET: B2B Lead Generation: How to Use the Phone to Drive High Quality Leads http://bit.ly/qLKaYU #b2b #leadgen
July 13, 2011
@sarahmiller41 tweeted
RT @LaurenEHarper Call in TODAY! B2B Lead Gen: How to Use the Phone to Drive Quality Leads w/ @dandade @srichardv &more! http://t.co/89w93Cb #FocusRT713
July 13, 2011
@LaurenEHarper tweeted
Call in TODAY! B2B Lead Gen: How to Use the Phone to Drive Quality Leads w/ @dandade @srichardv &more! http://t.co/89w93Cb #FocusRT713
July 13, 2011
@swagner2 tweeted
Check out this sales roundtable: http://t.co/leRggoJ 7/13 #FocusRT713
July 13, 2011
Caryne Say
Caryne Say asked a question
What leads get handed off to inside sales for follow up and what are the goals in doing that?
What criteria do you use to determine whether a lead is ready for a call from inside sales?  What do you do to show that these criteria have been met?  What is your goal in handing over this lead to inside sales? 
July 13, 2011
Be the first to answer
Craig Rosenberg
Craig Rosenberg asked a question
What metrics do you use to manage your inside sales reps?
July 12, 2011
2 Answers · Answer this Question
Craig Rosenberg
Craig Rosenberg asked a question
Is it possible to connect with VP+ type sales targets if they don't know you?
July 12, 2011
3 Answers · Answer this Question
Craig Rosenberg
Craig Rosenberg asked a question
How do you combine email with your outbound phone efforts?
July 12, 2011
6 Answers · Answer this Question
Craig Rosenberg
Craig Rosenberg asked a question
What outbound phone techniques do you use today that you used 10 years ago?
July 12, 2011
4 Answers · Answer this Question
@funnelholic tweeted
Love this one: How to generate leads using the phone. Roundtable tomorrow on @focus http://t.co/i7P1P90 7/13 #FocusRT713 #sales
July 12, 2011

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