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Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
| Guest post by: Jeff Ogden |
Article Overview: Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. That is clear.
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Free Download - Marketing Made Simple TV is looking for a few good sponsors By Jeff Ogden |
Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
B2B Demand Generation | Why Outside Experts are Needed
From a post by Howard Sewell of Spear Marketing Group - talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success
"ABC had very specific objectives for its lead management
program, primarily improving the efficiency with which the company
filtered, qualified and responded to an ever-increasing number of
inquiries.
At the behest of Spear,
however, the engagement kicked off with a half-day “discovery” session
intended to lay bare the way in which the company generated, managed,
nurtured, and converted leads."
Take a look at those bold words. The client thought they knew what they needed, but Spear Marketing convinced them to back up and do their homework first. They needed to first "Lay bare" the process the company was using.
Would
that company have done that without the "behest of Spear?" Could they
have "laid bare" their existing processes without Spear? The answer is
almost certainly NO.
Here's the marketing take-away. Companies, like the one here, cannot diagnose themselves. Before you try to fix challenges, you must uncover root causes.
This is why companies need to reach out to companies like Spear Marketing, AcquireB2B, Nuspark Marketing, Pointclear or even Find New Customers.
Only these companies can deliver the objective advice needed to uncover
and cure root causes. They know what questions to ask and what
prerequisite steps are needed.
Companies trying to do it in-house suffer from the "Doctor, Heal Yourself" problem. As the saying goes "A doctor who treats himself has a fool for a patient."
What do you think? Do you agree that companies are unable to diagnose themselves? We love comment and those who share.
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About the Author: Jeff Ogden RSS for Jeff's articles - Visit Jeff's website With 8 out of 10 companies saying the lack of quality sales leads is their biggest problem, they need help. SiriusDecisions also found that fewer than 1 out of 10 companies that implement lead management software went beyond the basics. They need help. We help companies implement world class lead generation programs. Companies need quality sales leads, so they need sales lead generation programs including social media marketing. They need to implement lead nurturing programs. We are considered one of the best leads generation companies in business today. Click here to visit Jeff's website   7 Keys to Lead Nurturing 7 Keys to B2B Marketing Succes How to Find New Customers Definitive Guide Making Quota |
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Re: Kevin's Case Study #6 - Marketing an information resource?
- Hi Sebastien,
I'm wondering about two things:
1) What is your current revenue model?
2) Why would franchise owners choose to sign up with you over the lead generation companies? Is there some kind of quality control certification that you could award them to say that they are a World Franchising certified franchise? I'm not clear on what benefits a company seeking to franchise would really get from your site beyond the lead generation component.
Two hats - startup sales mentor and Message Slinger
- Hello all,
As a consultant, my focus is on helping companies in emerging companies jump start their revenue generation.
As the CEO of Message Slinger, I try and aid in developing and offering the world's best online and e-mail marketing system,
Please feel free to reach out and contact me about anything and everything, my third venture is helping anyone I can.
All the best,
Karl
Re: Kevin's Case Study #6 - Marketing an information resource?
- [quote="Evan":3ndb7usp]Hi Sebastien,
I'm wondering about two things:
1) What is your current revenue model?
2) Why would franchise owners choose to sign up with you over the lead generation companies? Is there some kind of quality control certification that you could award them to say that they are a World Franchising certified franchise? I'm not clear on what benefits a company seeking to franchise would really get from your site beyond the lead generation component.[/quote:3ndb7usp]
Hello Evan,
1. We currently make money from what you may call lead generation. Franchisors pay us a fee to be on our websites and in our top seller franchise guides. We also generate money from other avenue; mostly by selling hard-to-get information about franchising (UFOCs, etc...)
2. That's exactly what I'm trying to answer.... I want to get away from the lead generation perception. I want to be seen as a good information resource, which we are. I have started to take the association angle and I am now looking to provide great benefits to our Members (used to be called clients). I think I'm on the right way. I made a lot of progress the last couple days.
Re: Paypal now Available to South Africans
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Yes it has been very difficult. Until now we were able to make payments to people or companies but were unable to receive any payments, which effectively shut us off from many affiliate opportunities on the internet.
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Re: Kevin's Case Study #6 - Marketing an information resource?
- Hey Sebastian,
Congrats are starting to think beyond whats currently being done. My question is why do you want to get away from lead generation if that is where you make your money. What if you just because THE SOURCE for lead generation and high value content/information? Then you'd get more business because franchisors would HAVE to be listed with you....
J
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