TMCnet - World's Largest Communications and Technology Community



Best Practices for Prospecting to Marketers

TMCnews Featured Article

May 16, 2014

Best Practices for Prospecting to Marketers

By Lavanya Rathnam, TMCnet Contributing Writer

Technology has become an integral part of marketing in today's digital world. This is why many tech companies are focusing their efforts in creating the right software platforms that would help marketing professionals to understand different customer segments, and to create successful marketing campaigns based on the above understanding.

Interestingly, these tech companies themselves have to market their software to prospective marketing directors and sales personnel. To be successful in selling the marketing software, it is essential for tech companies to follow certain best practices. One of the fundamental aspects is to hire the right sales person who can talk to prospective marketers about the benefits of using that particular software product. In fact, many studies show that prospective marketers are open to even cold calls provided the conversation made by the sales person is relevant to the marketers' line of business. This makes the phone a simple and yet effective tool to reach out to marketers.

The benefit of using a phone has been further proved by an infographic released by LeadJen, a B2B lead-generation company. According to this infographic, 30 percent of appointments are obtained during the first call while another 26 percent of appointments are fixed when the prospective marketer responds to the contact initiated by the sales professional. The infographic further shows that sometimes it can take 169 attempts through different media such as phone calls, emails and social media to get one meaningful appointment. Also, 49 percent of appointments have to be made with the people who have a better control over the company's budget such as the director, vice president or anyone with a CXO title.

These best practices brought by LeadJen are expected to give sales professionals a big boost to reach out to prospective customers. 

Edited by Rory J. Thompson

Technology Marketing Corporation

35 Nutmeg Drive Suite 340, Trumbull, Connecticut 06611 USA
Ph: 800-243-6002, 203-852-6800
Fx: 203-866-3326

General comments:
Comments about this site:


© 2017 Technology Marketing Corporation. All rights reserved | Privacy Policy