If your company is trying to implement a lead generation program to provide quality sales leads for sales teams, don’t do this. And believe it or not, there is a Boston area software firm that suffers from the same problem, which hampers B2B lead generation programs.
This is a real company, believe it or not. They’re a West Coast technology firm that sells computer storage technology. Here’s how they describe their company on Linkedin. (ABC Corp is not their real name.)
ABC Corp is the premier storage system for scalable Linux clusters. ABC delivers exceptional scaling in capacity and performance while extending appliance-like ease of management to a virtually boundless storage system for High Performance Computing (HPC) organizations around the world. All ABC storage clusters contain the object-based, PanFS™ parallel file system.
Using ABC storage solutions, organizations can achieve maximum application performance while reducing total cost of ownership (TCO) by driving cost and complexity out of their storage infrastructures. ABC solutions break the storage I/O bottleneck and are deployed in a broad range of government, academic and Fortune 500 organizations.
Oh my God! What an abortion. Do you talk this way to your prospects? Which happens first – their eyes glaze over or they fall asleep?
Put yourself in the prospect’s shoes. You have a problem. You need a solution. My computers may be slow, but we don’t know why. We’re running low on space. Does the above sound like a solution? Not to my problem.
Simplify. Put it in the prospect’s terms and talk in plain English. Keep it simple and entertain. Your prospects will respond.
What do you think? We love comments and people who share.
Jeff Ogden is President of Find New Customers “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.” Find New Customers is one of few lead generation companies in New York.
Find New Customers helps companies like yours (with 50 to 5,000 employees and complex products) implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online lead generation. Quality leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.