{"id":12721,"date":"2024-07-02T16:45:27","date_gmt":"2024-07-02T20:45:27","guid":{"rendered":"https:\/\/answersystem.com\/?p=12721"},"modified":"2026-10-02T16:23:52","modified_gmt":"2026-10-02T20:23:52","slug":"conseils-professionnels-pour-les-services-de-generation-de-leads-b2b-partie-1-de-2","status":"publish","type":"post","link":"https:\/\/answernet.com\/fr\/pro-tips-for-b2b-lead-generation-services-part-1-of-2\/","title":{"rendered":"Conseils pratiques pour les services de g\u00e9n\u00e9ration de leads B2B (Premi\u00e8re partie de 2)"},"content":{"rendered":"\t\t
\n\t\t\t\t
\n
\n \t\t
\n\t\t\t\t\t\t\t\t\tB2B lead generation<\/a> by definition is the act of identifying or qualifying a customer need by proactively seeking them out\u2026 In B2B sales, our customers are extremely busy (as evidenced by the number of polite rejections and non-verbal hanging up of the phone lol) and therefore to identify a need or qualify our contact, our first job (and I\u2019ll argue our main job) is to interrupt their busy day long enough to make a connection\u2026 Let\u2019s reframe that. To even have a chance to identify a quality, qualified prospect \u2013 they need to first agree to give you their attention and time. Seems simple. But you of course know it\u2019s not, so let\u2019s get into it. I promise once you\u2019ve cracked this one HUGE challenge, lead generation and sales becomes fun!\n\nLet\u2019s go to dictionary.com to define \u201cinterrupt\u201d and to lay out how it applies to us here:\n\n

interrupt<\/h3>\n[ verb in-tuh-ruhpt; noun in-tuh-ruhpt ]\n\nverb<\/b>\n
    \n \t
  1. to cause or make a break in the continuity or uniformity of (a course, process, condition, etc.).<\/li>\n \t
  2. to break off or cause to cease, as in the middle of something:<\/li>\n \t
  3. to stop (a person) in the midst of doing or saying something, especially by an interjected remark:<\/li>\n<\/ol>\nThis is it! The best lead generation companies all excel at these three functions. Successful lead generation services (1) break the reflex reaction (the continuity) a prospective customer makes when politely dismissing phone solicitations causing them to (2) break off in the middle of whatever work task they were engaged in as the result of a (3) thoughtful and targeted interjected remark.\n\nThe most successful lead generation professionals are sat at the phones, equipped with stories, case studies, performance statistics and other evidence that helps them navigate a substantive and positive conversation with each customer. The goal is to establish that this is an excellent product or service that would greatly benefit the company if they have the time and money resources to implement (we\u2019re entirely focused on delivering value here) This isn\u2019t \u201cnever take no for an answer\u201d, though there is huge value in equipping your team for objections to help ballast the interruption long enough for your prospective customer to lower their guard, for the sales person or call center agent to capture their focus, and for the intent of the call to be communicated and understood.\n\nIf it were only that simple. When you scroll down the page on dictionary.com, below the word games and ads, you\u2019ll find the definition variant for interrupt as a noun.\n\nnoun<\/b>\n
      \n \t
    1. Computers<\/i>. a hardware signal that breaks the flow of program execution and transfers control to a predetermined storage location so that another procedure can be followed or a new operation carried out.<\/li>\n<\/ol>\nOk, so it\u2019s really important to remember that human habits are programming. And our reflex reactions to unsolicited calls and emails are a function of the habits we developed to be as productive as possible while at work. When I really sit and think about this definition, I know it\u2019s true in my own work. I perform tasks in a specific priority order to ensure I get the most out of my day. So if we all want to be as productive as possible and to not waste time, the only way to combat our habits and programming is to clearly communicate the ways your product or service will help save time, reduce risk, help capitalize on time investment, and drive greater levels of productivity. If your callers are not impactful in communicating value centered in one or more of these 4 key areas (please comment if there are actually more than 4 and we\u2019re oversimplifying), your interruption may not hold your prospects attention\u2026\n\n

      Interrupt your own \u201cnumbers game\u201d mindset<\/h3>\nWe all know that successful B2B lead generation services hinge on our ability to present a compelling offer (with simplicity, specifics, and story) and navigating predictable obstacles that can derail an otherwise qualified prospect prematurely. But what specifically can be done? Since we\u2019re all experienced sales and marketing professionals here \u2013 it won\u2019t surprise you that when lead generation teams<\/a> or appointment setters<\/a> become accustomed to most calls ending with a polite (or not so polite) disengagement followed by *click* that expectation of \u201coutcome\u201d impacts their results. Breaking out of routine \u201cits all a numbers game\u201d habits that prevent callers and prospective customers from \u201cconnecting\u201d is the one and only game successful sales organizations should focus on. Many of our recommendations will require you to untie your team\u2019s hands and allow them to go off script, but just know that doesn\u2019t mean we want them to go way far off the rails, we\u2019re just taking off the training wheels and empowering them to go where needed (again within reason).\n\n

      More to Come:<\/h3>\nIn Pro Tips for B2B Lead Generation Serivces ( Part 2 of 2), we\u2019ll provide a framework for preparing your team for success. If you would like to schedule time with one of our lead generation experts, click here<\/a> and complete our contact form. Or if you prefer, feel free to call and connect with one of our outbound lead generation sales experts: 866-409-9026.\t\t\t\t\t\t\t\t<\/div>\n\t\t\n<\/div>\n\n<\/div>\n\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

      D\u00e9couvrez les strat\u00e9gies de g\u00e9n\u00e9ration de leads B2B, en mettant l\u2019accent sur l\u2019art de captiver l\u2019attention des prospects occup\u00e9s. Apprenez \u00e0 surmonter le r\u00e9flexe de rejet gr\u00e2ce \u00e0 des strat\u00e9gies d\u2019engagement cibl\u00e9es, pr\u00e9parant ainsi le terrain pour des conversations de vente convaincantes.<\/p>","protected":false},"author":3,"featured_media":12723,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18],"tags":[30,83,62,90],"class_list":["post-12721","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-and-marketing-tips","tag-answering-service","tag-b2b-call-center-services","tag-blog","tag-lead-generation"],"_links":{"self":[{"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/posts\/12721","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/comments?post=12721"}],"version-history":[{"count":7,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/posts\/12721\/revisions"}],"predecessor-version":[{"id":12729,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/posts\/12721\/revisions\/12729"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/media\/12723"}],"wp:attachment":[{"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/media?parent=12721"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/categories?post=12721"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/answernet.com\/fr\/wp-json\/wp\/v2\/tags?post=12721"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}