It seems inbound marketing is what prospects really want.
Even if, first approached via outbound.That is my (the) insight from the last week’s Pune visit.
Pune, located close to Mumbai, comes second only to Bangalore in outsourcing. I was visiting a prospect – an inside sales offshore center. It is in the business of B2B lead generation for the US market through calling.
When I met the founders I remarked, “I am surprised this works”.The founders laugh and say, “We are surprised too. Since 2011, we are seeing double digit growth. It just seems to go, on and on”.
Znbound was invited to share its views on the prospects of inbound marketing as a customer acquisition strategy, for the prospect’s B2B lead generation business.
One of the activities during the day’s agenda was a freewheeling discusison with their SDRs (sales development representatives). SDRs were currently calling US via phone/email and generating leads.
It was a really funny session.SDRs shared all about their call conversations, right from yankee accents to the phone bangers.
It was during these conversations that one got my rapt attention.
I am attempting to put the conversation described by the SDR in a dialogue form.
SDR: Hi, May I speak to Mr Trump? I am Sam from BLG (b2b lead generation) company.
Trump: Hello. Who are you?
SDR: Hi, May I speak to Mr Trump? I am Sam from BLG (b2b lead generation) company.
Trump: Hello. Who are you?
SDR: I am Sam. I was calling in, to introduce my company BLG.
Trump: Oh. Wait. Let me Google you up. Can you say the company name again?———–I smiled.
