Tips from the Top
Expert advice to help you on the road to success
This past quarter, we have seen some really significant developments in the generation of leads for our clients. Our lead generation system, PharmaBDi, is designed to track leads and their interest in setting up meetings with prospective suppliers and service organizations. In studying the data and metrics from this past quarter, we learned that Real World Evidence (RWE) experts from pharmaceutical and biotechs took the lead in becoming leads wanting to meet with our customers.
In the business world, we take a stand to keep on writing, and preserve this form of communications. We write messages in note cards to our customers, and to those we are in the process of solidifying a business relationship with. We write blogs to explain our customers’ services, and to inspire others…
It is March 19th, 2019 and I’m making cold calls, sending emails, thinking creatively, and looking for new ways to capture a business’s interest in the services my company offers. This task is not hard to do, but it is the response rate that is the challenge. Statistics show that 270 calls need to be made in order to get one sale!
So how to stay focused, current, persistent, in line with process, day after day, without getting burned out? We must do all the things I’ve discussed here, but we must also create balance in our lives. Without leading a healthy lifestyle, it’s virtually impossible to keep up the pace, maintain the energy, and sustain the positive attitude required to reach out to new contacts over and over, call after call.
After 14 years of working for the Department of the Navy, I was excited to be heading to the other side. Yes, I was venturing off to work with companies such as IBM and Perot Systems. These were excellent companies, and I was lucky, and my timing was good. I happen to like doing what most people run away from. Yes, I was the ultimate cold caller.
Most people in sales and marketing are familiar with the term “lead generation,” but often don’t understand what it entails, and seldom consider the work that goes on “behind-the-scenes.” Leads are collected in a database, but how exactly are these lists created and maintained? How are they kept current with up-to-date information?
When my job became more automated, I wondered how it would effect my job. My workload had gotten considerably lighter since automation, and although I enjoyed being free of the stress involved in getting my work done in a timely manner, I also worried about my job. What would I do now within the company?
Mobile is taking over. The average consumer spends 5 hours per day on their smartphone. As we at Sales-Link reflect on the industry websites we've visited in the past year - and that's quite a few in our line of work - a surprising amount of them were not well designed for mobile users. To keep pace with industry, potential customers, and your competition, you must view your website's mobile experience as a primary sales tool.
