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Cold Calling vs Lead Generation
* 19.500 euro bonus?
* de ce sunt un vanzator mediu?
… sau mai bine spus de ce Apple nu are vanzatori?
7 persoane implicate in procesul de decizie,
8 incercari pana reusesti sa ajungi la decizional,
5 actiuni de follow-up dupa intalnire…
Rapoartele de vanzari nu sunt satisfacatoare?
Daca reusim sa eliminam aceste etape?
Ce ar inseamna pentru afacerea ta?
Nu pot decat sa iti furnizez propiul exemplu!
Noi am reusit.
3 Directori Generali, 1 singur interviu: Adrian Garmacea (Barrier), Emanuel Popa (Pronat) & Florin Plesca (Icelandia) |
Statistica: • in a typical firm with 100-500 employees, an average of 7 people are involved in buying decisions. Gartner Group • more than two thirds (68%) of companies report struggling with lead generation. Lattice Engines/CSO Insights • in 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts. TeleNet & Ovation Sales Group • 80% of sales require 5 follow-up calls after the meeting. 44% of salespeople give up after 1 follow-up. The Marketing Donut • companies that increase blogging from 3-5 times a month to just 6-8 times a month achieve a 100% increase in leads. Companies with over 200 blog articles get more than 5 times the leads than those with 10 or fewer. HubSpot • B2B marketers who use blogs generate 67% more leads per month than those who do not. Social Media B2B • 90% of business buyers say when they’re ready to buy, they’ll find you. DemandGen Report • 80% of the average salesperson’s day is spent on non-revenue generating activities, including not knowing where to find good prospects or recognizing them once they find them. TeleSmart.com • 50% of marketing leads are qualified but not yet ready to buy. Gleanster Research • 93% of business buyers use search to begin the buying process. Marketo |
1. Pana la primul contact am avut ocazia sa ne cunoastem prin:
* Business Networking
* Conferinte de Marketing
* Cold Calling sau recomandare din partea unei terte persoane?
Adrian Garmacea: Nu Emanuel Popa: Contactul meu cu B2B Strategy a venit prin newsletter-urile primite, cumva m-am trezit ca le-am primit fara sa le cer, dar nu am raportat ca spam, deoarece subiectele ma interesau. * despre SPAM in editiile viitoare 😉 Florin Plesca: Niciuna dintre ele. Am dat de B2B Strategy prin cautarile mele pe internet iar abordarea mi-a atras atentia. |
Teste germane, calitate germana?
|
2. Cum ati aflat de abordarea noastra?
Florin Plesca: Via internet, prin cautarile proprii. Adrian Garmacea: Direct de pe site. Emanuel Popa: Cum am spus mai sus, prin newsletter-urile primite periodic. |
Atitudine?
|
3. Cine a generat primul contact & cum?
Emanuel Popa: Eu am pus o intrebare, pornind de la o fraza / concept care mi-a trezit interesul la momentul citirii articolului. Adrian Garmacea: Eu. Florin Plesca: Icelandia a generat primul contact. |
Consumul de produse fara E-uri este un act de sprijin constient al propriului organism?
|
4. Cat timp a fost analizat blogul b2b-strategy.ro pana la decizia de a ne contacta?
Adrian Garmacea: Cateva zile, maximum o saptamana cred. Emanuel Popa: > de 6 luni. Florin Plesca: 1 an. |
5. Blogul a fost citit de mai multe persoane pana la decizia primului contact?
Adrian Garmacea: Nu Emanuel Popa: Nu… nu am cunostinta. Florin Plesca: A fost citit de 2 persoane. Directorul General si CEO. |
6. Intr-o singura faza, care sunt diferentiatorii pe care mizati in recesiune?
Adrian Garmacea: Teste germane, calitate germana. Emanuel Popa: Consumul de produse fara E-uri este un act de sprijin constient al propriului organism! Florin Plesca: Atitudinea. |
Va multumesc stimati domni!
Cum a reusit Apple? Cold Calling is dead…
Astept telefonul tau » Performanta garantata contractual! 😉
Click to Tweet: “Sefu, nu ne mai teroriza colegii de la #vanzari… #ColdCalling is dead…”
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Tags: Adrian Garmacea, Apple, B2B, B2B Strategy™, Barrier, Barrier Romania, Blue Ocean Strategy, Business Networking, Cold Calling, Comunicare parteneri, Conferinte Marketing, Dale Carnegie, Daniel ROŞCA, Emanuel Popa, Fabrica de Gheata, Florin Plesca, Gabriel Miron, Gartner Group, Gleanster Research, HubSpot, Ice Bucket Challenge, Icelandia, Jeffrey Gitomer, Lead Generation, Marketing B2B, Marketo, ProNat, Romanian Sales Conference, Social Media B2B, Strategie Marketing Apple, Strategie Vanzari Apple, Structură Echipă, The Marketing Donut, Workshop Blue Ocean Strategy