SLMA Radio host Jim Obermayer interviews Al Davidson, founder and president of Strategic Sales and Marketing, Inc. Al has, has been nominated by the Sales Lead Management Association as one of the 50 Most Influential leaders in the industry. Davidson is also the group owner of Linkedin’s Manage Your Leads which has 5393 members.
Every delicious meal begins with a good recipe: without all the ingredients, working in the right order, sequence and in just the right quantities, your dish just doesn’t come out right. Just like cooking in the kitchen, “cooking up” great sales leads requires a list of key ingredients and a consistent process to achieve a successful result.
Great chefs know how to add an intangible touch to a dish that is all their own. In the same way, sales lead generation experts know how to draw upon the special nuances and human touch of furthering a conversation, identifying a prospect’s needs, and building relationships.
Just like preparing a great meal requires a long process of washing, prepping, chopping, seasoning and cooking, B2B lead generation is a long-term process of building relationships, maximizing opportunities and learning as you go along. With these 10 ingredients, your lead generation and appointment setting calls will be more likely to achieve success.
About Al Davidson
Al Davidson is the President and owner of Strategic Sales & Marketing (SSM), which he founded in 1989. Under Al's direction SSM has designed and implemented new business development plans and programs for thousands of B2B companies nationwide. Since their inception SSM's calling center has completed over 50 million new business sales presentations to high level decision makers and generated over 7 million sales leads. As a result, SSM has developed major account development expertise in the high technology, manufacturing and business service sectors.
In addition Al Davidson has 25 years experience in business-to-business (B2B) direct marketing, new business development consulting, sales force management, lead management, sales training, and B2B web marketing. SSM also powers the Connecticut Technology Council’s Lead Generation Resource Center (LGRC). The mission of the LGRC is to provide advisory services to CTC members in the following areas; identifying new business opportunities; searching out and qualifying customer prospects and business partners; design, production and implementation of marketing programs and strategies.
SSM's sales lead generation services are targeted to those clients whose primary focus is selling "complex" B2B products and or services. These types of sales are typically "non commodity" items and may also have one or more of the following characteristics; Decision makers that are typically at the Owner, Director, VP or C level of contact. Sales that require multiple sales calls (typically over a period of months) to close. Selling situations where the prospect may be asked to make a large purchase. Typically our clients are utilizing a "solution sell process" and therefore require leads where prospects have a challenge, problem or issue that needs to be resolved.