This presentation discusses lead generation techniques that work for B2B sales. It focuses on using the right approach, tools, and methodology to generate qualified leads and book senior-level meetings. The right approach involves understanding your value proposition, thoroughly researching target companies and contacts, and handling objections well. Effective tools include accurate data, social media research, and personalized outbound messages. What works is short, targeted emails and calls that follow up on responses to drive meetings. With the right balance of activities, a percentage of speculative meetings will convert to sales.

1. Lead generation B2B Techniques that work

2. In this presentation Background The approach The tools What works for us The results Qualifa

3. Background Darren Blackstock - Director at Qualifa 12 x years new business sales experience IT / Technology / Communications SME – Enterprise – Public Sector

4. The right approach The right proposition and focus on your USPs Research your prospective companies & contacts Focus on ‘sales intelligence’ to drive your results not traditional activities Handle the objections smartly

5. The right tools Understanding of your proposition & USPs Intensive research of target sectors and prospects Effective use of business media, social media and corporate internet sites Articulate compelling outbound sales messages

6. What works for us Accurate & up to date data Edge contacts at each prospect Short and to the point personalised email with call to action / not eDMs Calls following Pareto Law methodology Diary all call backs and act on them Follow up email / slightly different message Always with a call to action....... the face-to-face meeting

7. The right results What business do you want to write, how much can you handle, timescales If it doesn’t work ,review, revise and go again A % of speculative meetings will result in sales, build a relationship and get sponsored through the business Gain a balance of new business activity and good sales skills

8. Qualifa Unlike traditional telemarketing services we focus on ‘sales intelligence’ to drive results We only employ highly trained and motivated graduates who are paid on results All account activity is reviewed at Director level on a daily basis to maintain quality Its about the proposition, research and contacts

9. The type of meetings we book We are specialist in major brand introductions and senior level appointment setting

10. Other Qualifa Services Appointment setting (as covered in this presentation) Account profiling & Database services Sales consultancy & Outsourcing Lead generation, calling structure & objection handling sales training

11. Contact Darren Blackstock Director 0203 195 0753 07899 722900 darren.blackstock@qualifa.co.uk www.qualifa.co.uk