The biggest war to date that has occurred on our planet started way back in 1939 and ended in 1945 – the Second World War. A lot of heinous crimes were committed back then by people we really don’t want to be talking about, but some good did come of it nonetheless. Did you know, however, that World War II can teach you a thing or two about lead generation for your software business?
The second world war, and the Holocaust, serves to be a bitter memory for mankind. The people who lived and fought through it in the past learned how a single person can become the epitome of evil and lead an entire nation into a fanatical attempt to conquer the world.
What was said above, luckily, isn’t what software companies can hope to derive lessons from in order to improve their current software lead generation programs. Here are a few things that we’ve learned from World War II which can be applied to your sales prospecting campaign:
“Discrimination” is unacceptable.
We mention discrimination here in a loose manner, meaning that it doesn’t actually just refer to how we discriminate against people. In doing lead generation for your software company, it would be wrong to “discriminate” in finding prospects to do business with. An example of this is when we encounter companies that we know don’t have a budget to procure our services.
Instead of taking a second look at them in the future, we “discriminate” against them and will most likely never get back to them to check whether or not they have become qualified software leads for your company. “Discrimination” is unacceptable here because you may just have missed out on one of your best possible customers in the future.
The side with more advanced technology will most likely win.
What did the Germans have that made them so powerful early on in the war? Technology. The Tiger tank, for example, was feared by any armored unit it came across because of its powerful gun which could destroy at range, as well as its thick armor. It was not until much later into the war that tanks were made to counter Germany’s Tiger tank.
This does not apply to you but rather to your prospects. Since you are a software company, you need to find prospects that have a need for more advanced software – something that your firm can give them. Since every business wants to remain competitive, your software would probably sell like hotcakes during breakfast.
Unity is the key to victory.
During World War II, the Allied powers fought together to extinguish the tyranny that Der Fuhrer had brought onto the world. Americans, Englishmen, Canadians, Poles, and a whole lot of others joined together to bring an end to Hitler’s hold on Europe. Unity was what won the war.
As a lesson to you, unity should also be part of your lead generation strategy. Do your sales and marketing teams share the same vision when it comes to your software leads? The best way to align their goals and achieve unity between them is to have ULD (universal lead definition). For example, have your inside sales team make cold calls and qualify prospects according to criteria that sales wants to see in sales leads.
World War II serves to be a bitter memory of a time far from our current day and age, however, we should never forget it, nor should we ignore the possible lessons it could teach us in doing business and lead generation.