Lead Generation Has Never Been Easier…

Lead Generation

In publicising, lead generating services is the commencement of customer interest or enquiry into goods or services of a particular enterprise. Lead generating services can be conducted for various purposes such as list building, e-mail list attainment or for selling purposes. The means for generating leads characteristically come under the umbrella of publicising, but it may also include non-paid bases such as organic search engine results or recommendations from prevailing customers.

 

Leads generation can be obtained from various sources or undertakings, for example, digitally via the online network, through particular referrals, through telephone calls either by the enterprise itself or telemarketers, through advertisements, and other numerous events. A 2018 study found that 92% of assenters cited email as the most common medium for lead generating and appointment setting companies, followed by content advertising, search engine, and last but not the least events. A study from 2017 found that direct traffic, search engines, and online referrals were the three most popular online channels for lead generating services, accounting for 94.02% of leads.

 

Generation of leads is often paired with lead management and appointment setting to move leads up the purchase funnel. This amalgamation of activities is referred to as pipeline marketing.

 

Usually, an individual follows up on a prospective lead and all his needs and interests. Once the person (e.g. salesperson) evaluates and qualifies it to have a potential genuine business, the lead gets transitioned into an opportunity for a business. The opportunity then has to undertake multiple sales stages before the end goal is achieved.

 

Marketing leads are usually congregated into segments that determine the level of qualification present within a particular organization.

 

Marketing Qualified Leads (MQLs) are those leads that have typically originated through inbound networks, such as Web Search or content advertising, and have shown genuine interest in a company’s goods and services. These leads have yet to communicate with sales and marketing teams. Usually, an MQL is a type of lead who has deliberately taken steps to engage with your product by executing actions like willingly submitting contact information, choosing to participate in a program, adding e-commerce objects to a shopping cart, downloading resources, or repeatedly visiting a particular website.

 

These are the types of leads which may be promising. They are inquisitive and are genuinely considering to start a business relationship with you, but they haven’t quite taken the step towards a sales conversation yet. However, they’re more expected to be responsive to a sales pitch than a normal lead. If you contemplate about your own buyers’ journey, rarely would you submit your real email address lest you’re open to starting a conversation. An MQL is expected to be interested in your goods and/or services, and you may propose a solution to whatever it is that they require.

 

Sales Qualified Leads (SQLs) are types of leads that are usually screened by salespeople, oftentimes Sales Development Representatives (SDRs), for suitable qualifying standards to be followed-up with. The qualifying criteria comprises of need, budget, capacity, time-frame, interest, or authority to purchase. A sales qualified lead (SQL) is a vision created by the sales and marketing department and vetted by the sales manager and/or coach. After preliminary contact from marketing, sales continues the communication by exploring their various interests and their will and capability to purchase. If sales add them in their list, the lead is deemed “qualified”, with grievances that fit the answer being offered by the seller. Publicising mechanisation seamlessly converts streamlines sales and marketing interactions, marketing qualified leads into sales qualified leads.

 

Strategic Sales and Marketing will make lead generation look like a walk in the park. If you’re worried about lead generation you’ve come to the right place. With our professional experience, we can assist your firm in not only generating leads but appointment setting as well. For further information about the same check our blogs about lead management and appointment setting.

4 Questions you Need to Ask yourself about a Lead Generation Company

Lead-Generation-Companies-USA

Needless to say, every business has to generate sales needs in order to grow. However, it is not possible for every business to do this on their own some businesses do not prefer it whereas some don’t have the efficiency to do the same. This is when a lead generation company in USA can be at your rescue. However, it can be really difficult to choose the best lead generation company from so many available options.

 

It is very obvious that every company will market itself in the best way possible. A poor choice will result in a heavy hit to the profit margins. Like any other outsourced functions, a lead generation company can also help in increasing the profit of your firm to a great extent.

 

This is why it is very important to know the factors that are important while choosing a lead generation company. Have a look at some of the most relevant factors that are essential for a lead generation company to be able to serve you the best. Have a look at some of the questions that you need to ask yourself before you go ahead and finalize the company you want to work with.

 

1. Are they apt for your business niche?

 

Before you finalize a company you wish to work with, you need to make sure whether or not they are familiar with your business niche. You also need to determine which of your product sells best and then find a lead generation company that will provide you with suitable online marketing services. Let the company decide what medium would be best for their business and also make sure that the company you choose to work with is experienced in handling the same.

 

2. Have you checked the testimonials?

 

Going through what their client has to say about the company will give you an overview of their working method and capacity. Talk to a few of their past clients just to make sure whether their services are up to the mark or not. This will also help you in knowing whether or not the company has the experience of working with your field.

 

3. Did you check their numbers?

 

The activities that these lead generation companies undertake is highly quantifiable. This means that you can ask them for the number of leads they have generated and out of them all how many did actually qualify and how many resulted in pipeline contribution.

 

4. Did you ask for a business proposal?

 

Needless to say, before you finalize the company that you need to work with, you need to make sure whether or not the company understands what your requirements are and whether they can handle your lead generation services efficiently. You need to ask them to prepare a comprehensive proposal so that you can see if they understand your needs and propose a good plan for generating leads.

 

Wrapping up

 

Keeping all these factors in mind, it is important that you do not trust any company blindly. Do your own research and make sure that the company provides all the services that you need.

Lead Generation Techniques: A Quick Glance At Today’s Lead Business Strategies

No matter how old or new your business is, one of the biggest challenges that you might have come across during any phase of your business is to determine who are their potential clients. Along with the simple concerns like finding adequate capital, business location, and supplies- finding the right type of people who are willing to buy your products and services is also one big task.

 

Lead generation services are the best way to attract and identify the target audience for a business. Identifying the type of audience interested in your business will help you to plan and implement business strategies accordingly. This is the main reason behind the advent of lead generation for your business.

 

  • To begin with, one must know how to implement these lead generation strategies and why are they important?

 

Knowing your target market

 

Generating leads online involves the process of communicating with potential clients and providing them the idea of your business. This process will also give you an idea about who your target audience is so that you can learn the segments of the entire market. Once you are aware of your target market, the lead generators will also provide you with the data of the potential customers so that you can understand their needs in a better way.

 

Classifying your customers

 

The tactics and tools that go into lead generation are different depending upon the type of audience you want to target. There are various things you can try when it comes to online campaigns and generating leads. Lead generation software is one such tool that can help you generate leads faster so that you can get more time reviewing results. This software makes things short and easy as you don’t have to go through many marketing processes to come up with a list of potential clients.

 

Diminishing unqualified clients

 

When you go for B2B lead generation services, it will prove to be one great way to diminish the number of unqualified clients that are attracted by certain marketing campaigns. This will help your business to focus on a defined set of people who are actually interested in buying the product and wish to transact with your business. Lead generation is one very effective way to get back to a defined list of clients as you will be able to tell who has worked with you in the past.

 

 

Enhanced marketing results

 

Apart from being able to reach the right type of audience, lead generation activities also help in customizing marketing campaigns depending upon the results obtained. As compared to any other marketing collateral, lead generation also requires lesser funding comparatively. Lead generation is one effective way of getting to know your website, business, and products in a better way and helps you to determine how well your services are interacting with the target customers.

 

To know more about how you can boost sales of your business, make sure to get in touch with us.

Here Is What Makes a Lead Generation Company Reliable And Promising

lead generation companySomething that you might always wonder is what makes a lead generation company ideal enough to trust them with their services. As you must have seen in the recent times there are so many lead generation companies that emerge which makes it even difficult to pick and choose one from them. With the scenario of such increased competition, it has become even more complex to choose the best among the rest of the companies that provide the best services as compared to the competitors.

 

Lead generation companies basically specialize in Strategic Sales and Marketing. They work very closely with the marketing and sales team to get a clearer idea of what leads they are targeting. Once they have understood the type of leads that are required by the business, they move on to finding qualified leads. Qualifying and finding organic leads takes time. It Is not something that you can manage on your own. This is why you need experts to handle it for you.

 

Below mentioned are some of the qualities you need to look for in a lead generation company.

 

To begin with, the lead generation company should be able to design your website keeping in mind your potential clients or users. Hence it is very crucial to have a dedicated website for lead generation. The website should be user-friendly, should have the concept that engages the audience and most importantly it should be easy to find on the internet.

 

The website design should be captivating enough and should be adaptive to various B2B campaigns. Your lead generation partner should also know how to use social media for lead generation in a way that it will contribute to your marketing strategies. In today’s world where everyone is on social media, it is very important to use it as a platform to grab the attention of users. Social media posts are known to attract users faster as compared to the traditional method.

 

Eye-catching graphics are a must for modern lead generation effectiveness. Great graphics have always been in trend and it is a really great way to eventually convert the visitors into buyers. This is why the lead generation company you decide to work with should also have extensive knowledge of infographics, photoshop, and other visual creativeness.

 

The lead generators you decide to work with should also have the proper knowledge of how they are supposed to manage real markets and indulge in real conversations. Having real discussions can help them to understand your brand more and make better clear decisions.

 

Being in the B2B industry, these professionals should know that not all the contacts are sales-ready. This is why it is vital to build and nurture the relationship with any lead they come across. Once the leads are ready to buy a particular product or service, they will consider your option because of the developed trust factor.

 

Make sure that whatever lead generation company you partner up with they should only promise realistic outcomes. They should not merely provide a certain number of leads to their clients but they should also be able to generate actual opportunities.

5 Lead Generation Ideas You Never Heard Before

 

While there are many tactics that work for online lead generation, there are various approaches that work the best. There are a lot of lead generation companies in the USA that can help you to grow your email list. However, before we get into the gist of it- it is important to know the basics.

Lead Generation Ideas

First things first let us understand what lead generation means:

 

Lead generation is a process which involves collecting contact information of various potential customers. This is done in order to get the customer’s permission to contact them regarding prevailing and upcoming offers.

 

Email marketing is one of the most successful ways to get in touch with a customer. A business can sell anything online by effective Email marketing and making the potential users aware of the products and services provided by your business.

 

Now that we have a clear idea about what lead generation is, let us focus on the various lead generation ideas and how they can be implemented effectively on your site.

 

1. Blog consistently

 

The best thing to consider while inbound marketing is to blog regularly. You should make sure that your website has a wide variety of contents such as educational blogs, how-to’s, special blog series and much more that will help the customers to know more about the brand and develop trust.

 

2. Add social buttons to your Email newsletter

 

It is very important to give your subscribers an option to share your newsletters. This will help your brand to gain popularity as more and more people will follow/subscribe to your newsletter and blog page. You can add a simple call-to-action button which can let the users know what they’re supposed to do next.

 

3. Create a promotional video

 

Some people prefer learning by reading and in the same way, some people prefer understanding things via visuals and audio. By creating a promo video, you can educate your visitors quickly and easily about any product or services. You can use some technologies which help you to add a call to action to capture a user’s email address in the middle of the video.

 

4. Add content upgrades

 

A content upgrade is an additional value which the users can take advantage of which is related to the blog post they read. For example: if your website has a blog post that is titled: ‘ How to buy the perfect furniture for small rooms, you can also put up a link to reference article that is about ‘ Mistake to avoid while choosing furniture’. this will help the users to find everything in one place instead of going to a separate website altogether.

 

5. Invest in guest blogging

 

If you happen to know the sites that your audience most often visit, make sure you do your best to reach them via these websites. One of the easiest ways to reach them is by offering to guest blog. This will generate a backlink to your websites and help the potential customers to reach your website.

5 Lead Generation Mistakes to Stop Making in 2018

Business Sales IssuesB2B lead generation is often thought of as being a mysterious and unpredictable process – where do good sales leads come from? How can you get more of them? How can you get higher conversions and better sales results from the existing sales leads that you already have? There is no single “right way” to do lead generation; different techniques work better for different companies or industries. However, there are several common “wrong ways” to get sales leads and to manage your sales leads. Many B2B sales organizations are still making these mistakes, despite all the great customer relationship management technology and marketing tools and accumulated sales knowledge that we have now.

 

Here are a few lead generation mistakes to avoid:

 

  1. Relying Too Much on Outbound or Inbound Lead Generation

 

Lots of businesses fall into a rut with lead generation – they get good results from one type of lead generation and then they start ONLY doing that type of marketing and outreach. For example, lots of businesses still use direct mail as their primary way of getting new customers. Other companies might rely on email marketing. Other companies might be enthusiastic adopters of social media and online marketing, which is great, but they forget to just pick up the phone now and then to do cold calls.

 

Whatever works for your business is fine – keep doing that; you don’t have to stop doing what works – but keep in mind that lead generation should be a diverse mix of activities. You might need to change up your routine from time to time. Try something new. Ideally, you should be getting a wide array of sales leads from a mix of sources, both outbound (cold calls, email, direct mail, etc.) and inbound (online marketing, PPC ads, search engine marketing, etc.).

 

  1. Not Pre-Qualifying Your Inbound Leads

 

What happens when someone responds to your ad or clicks your sponsored post or picks up the phone and calls your company? Who is the first person to answer the phone? Take a closer look at the first impression that your company is making. When a new prospect contacts you, that is a massively important event – you need to make sure they’re being welcomed into your company’s sales process and treated with care, not just getting dumped into voicemail or given an impersonal automated email reply.

 

We see this all the time – too many good sales leads fall through the cracks because of careless handling or bad follow up. Take some time to build a relationship with each new prospect. Ask questions. Spend time on pre-qualifying them by assessing their needs – are they serious buyers or are they just doing their initial research? Is your company or solution really the best fit for what they need?

 

  1. Not Asking for Referrals

 

What if I told you that your company is already sitting on a gold mine of sales leads – that many businesses never bother to pursue? That’s right: it’s your existing customers! Current customers can often be your best source of new sales leads – if you handle it the right way. There is an art to asking for sales referrals. Don’t be pushy, don’t be indiscriminate – but if you have a customer who’s had an exceptionally great experience with you, who loves your solution, who is on board with what you do, you should ask them for sales referrals. You can make it natural, like, “I’ve loved working with you on this implementation – do you know of anyone else who might like to hear from me?”

 

  1. Underutilizing Your Website

 

Your website should be a lead generation machine. Too many B2B sales organizations are not making good use of their website for sales purposes. A few high-level tips to think about:

 

  • Is your website easy to read on a mobile device? More people are using smartphones as their primary way of accessing the Internet, and even B2B buyers are increasingly using mobiles for research.
  • Does your website have a “Buy” button? Amazon became the most powerful retailer in the world by making it really easy for everyone to buy from them. Does your website make it easy for people to contact you, ask for more information, or otherwise show that they’re interested in starting the sales process?
  • Is your website good for building relationships with customers? Does your site give your customers an authentic sense of what your company is like, or is it chilly and impersonal? Ideally, your website should put your customers inside the mind of your company and make them want more.

 

  1. Not Making “The Ask”

 

Too many people think that lead generation is a numbers game – it’s just about getting as many prospects as possible; get as many people as possible at the trade show to sign their name on your list, get as many email addresses in your database as possible. But quality is more important than quantity! You don’t want a long list of people who aren’t sincerely interested. This is why, as part of your lead generation activity, you need to make a specific request – an “Ask” – to get the prospect to commit to a next step to move the process forward. For example, you might want to ask for a sales demo. Or an in-person meeting. Or an initial phone call to get acquainted. Whatever your “first step” in your sales process is, you need to ask for it!

 

Lead generation doesn’t have to be mysterious; it’s all about finding new prospects and building relationships. Whatever tactics work for your company, you should definitely keep doing them – but be careful not to make these common mistakes along the way!

Marketing and Appointment Setting Lessons from Mike D’Antoni, Houston Rockets Head Coach

Lead Gen GoalMike D’Antoni is the head coach of the Houston Rockets and is one of the most influential people in the NBA; his style of fast-paced, pass-intensive basketball that relies heavily on the 3-point shot has become the predominant style in today’s professional basketball game. But what can marketers learn from a basketball coach when it comes to appointment setting? The truth is, the same types of personal strengths that have made Mike D’Antoni successful as a coach can also help you get better at appointment setting.

 

Here are a few interesting lessons from this article about Mike D’Antoni, and what we can all learn from his approach to coaching and life:

 

1. Be persistent! Mike D’Antoni has been fired many times, and he and his wife have moved 13 times in 31 years of marriage. The life of a basketball coach is uncertain and full of rejection, but he keeps bouncing back. When you’re doing appointment setting, it’s important to maintain that same sense of calm persistence and resilience. Not everyone will want what you’re selling, not everyone wants to talk to you, not everyone wants to move on to the next stage of the sales process. But if you can keep calm and keep moving forward and keep doing the work every day, you will get results.

 

2. Defy conventional wisdom. Today’s NBA looks very different from the style of basketball played 20 years ago, and it owes a lot to Mike D’Antoni and the high-speed offense with lots of three-point shots that he introduced to the league when he was the (now-former) head coach of the Phoenix Suns. People thought D’Antoni was crazy at the time, but the advanced statistical analytics have caught up – as it turns out, the entire NBA was under-valuing the 3-point shot! Teams that shoot more 3-pointers have a higher chance of winning the game than teams that settle for 2-point shots. Mike D’Antoni was an outside the box thinker and he has been vindicated – his style of basketball has made the 2018 NBA what it is today. Lessons for the rest of us? Don’t be afraid to think creatively and totally reinvent the way things are done at your organization or in your industry. What’s your industry’s equivalent of the undervalued 3-point shot? How could you change your processes or change your approach to reimagine the best way to find sales leads or do appointment setting? Bringing some fresh thinking to just one stage of your sales process could unleash huge improvements.

 

3. Have a good sense of humor, have fun! D’Antoni is known for being (by the standards of professional sports) a pretty humble person and having a great sense of humor; he calls himself “the Forrest Gump of basketball.” Even though D’Antoni’s teams have not won an NBA championship, even though he’s been hired and fired many times, he is comfortable with himself and he loves to laugh. Try not to take yourself too seriously; that will help you manage the ups and downs of appointment setting. We all need to be able to laugh at ourselves sometimes and keep perspective about the bigger picture.

 

4. Build strong relationships. Basketball is not about X’s and O’s, it’s about teamwork and chemistry and personal relationships. The five players on the court have to be able to trust each other and build off of each other’s ideas. Mike D’Antoni is still in touch with lots of players and former staff who have worked with him over the years and he’s tried not to hold grudges, even against people who treated him unfairly at previous coaching jobs. Appointment setting is also about building relationships and keeping in touch with people for the long-term. Every single person you know in your professional network, and everyone they know could be a potential source of leads. Don’t burn bridges. Don’t be too quick to discard or disregard a business relationship. You never know who might be the next source of big sales results for your company.

 

Even though he hasn’t (yet) won an NBA championship, Mike D’Antoni is one of the most respected and influential coaches in basketball. He keeps working every day on building relationships and creating a process for bigger success. In a way, that is the ultimate game of appointment setting – it’s not just about the end result of “winning a championship” by closing a big sale, it’s about all the little things along the way: building relationships, building trust, doing the research and legwork to know more about prospective buyers, and everything else that leads up to a sale. Some of the best coaches are process-oriented: they find joy in the work. Hopefully, your appointment setting process can do the same.

4 Effective Techniques Only Pro B2B Lead Generation Companies Use

Lead Generation TechniqueIn today’s, competitive environment a lot of businesses striving hard to generate quality B2B leads to drive sales. So, how can your business effectively generate leads? Can B2B lead generation companies out there in the market actually deliver the Holy Grail that each and every business is looking for – the right amount of qualified leads in order to keep their sales pipeline moving? Not sure about every company but some of the B2B Lead Generation Companies apply the latest methods over traditional methods in order to achieve their lead generation target effortlessly.

 

Below are 4 Useful lead generation tactics that professional B2B Lead Generation Company put into action

 

1. Referral system – Referral is a more powerful way to get good leads compared to thousands of presentations. If your vendor/customer is recommending you and is encouraging other people they know to use your products or services, then it is the most desirable prize in selling, other than a sale. The referral system has the ability to make your lead generation easier and more professional and brings a higher return on investments.

 

2. Industry Research Reports – Another tried and tested technique to generate leads is to proffer full research reports or executive summaries of the industries you cater. By doing so, you will be benefitted in two ways. First of all, these documents are a brilliant source for generating industry-specific leads. And secondly, they increase your credibility and fortify your brand presence. Although, you must make sure that your research topics are of special interest to your target client group. Also, these research studies can be an outstanding medium to partner with a trade association or a noncompeting organization to decrease your marketing cost and increase your reliability.

 

3. SEO, SEM, & PPC – One more method to generate lead with the lowest cost per acquisition is via Pay per Click (PPC), Search Engine Marketing (SEM), and Search Engine Optimization (SEO). These digital techniques are the most effectual way to generate leads because when companies need information about any product or service they search on Google. Hence, PPC, SEM, and SEO can be the efficient means to promote your websites through paid advertisements.

 

4. Direct Mailing – One of the most flexible means that provides you access to any number of prospects for generating sales leads. It helps you to showcase all the benefit of your product or service over those of your competition in a manner that’s totally consistent. Using direct mails, you can reach the right set of audience with the right offer and the right message which is the key to success. This is because the only thing that matter is how many sales or inquiries your mailing is ultimately generating.

 

The final say

Now that you are aware of the useful lead generation techniques only experienced B2B lead generation companies implement, make sure to choose the right partner. Have a robust lead generation plan created and executed by a leading B2B Lead Generation Company and have more leads, more prospects, and much more sales.

3 New Rules of B2B Lead Generation

New Rules B2B Lead GenerationMany B2B sales people and small business leaders seem to believe that they always need “more sales leads,” and so they center their B2B lead generation strategy on the idea of “more, more, more:” more cold calls, more sales outreach, casting a wider net to find more companies to target, and so on. The idea is that if you get “more” sales leads, your B2B lead generation efforts are a success – after all, the most important thing is to get the longest possible list of new leads to call, right? In fact, the truth is more complicated. B2B lead generation is about more than just casting a wider net and finding more leads – sometimes you need to focus instead on finding “better” leads or develop a better understanding of what to do with the leads that you already have. Instead of casting a wider net, think of B2B lead generation as an exercise in “finding a better focus.”

 

Here are a few of the new rules of B2B lead generation:

 

Do Your Research: In the new world of B2B lead generation, most of the work happens before you ever pick up the phone. You need to do your research and find out which companies are an ideal fit for what you sell. You need to know how your solution fits into the prospect organization’s business operations. You need to have a sense of how you can credibly speak to the prospect organization’s concerns and see how their immediate and longer-term business goals align with yours. B2B lead generation is not just a scattershot approach – you need to have a clear and compelling “reason” for why you’re calling each company on your prospecting list. Make sure you know who you’re calling, and why.

 

Find Allies: Once you have identified your target companies, it’s important to invest some time in cultivating allies within the organization. Who do you already know at the company? Who among your existing customers could put in a good word for you or offer you a referral? What can you do to find someone to talk to at the prospect organization – even if they are not the ultimate decision maker – who can help “warm up” that first cold call? B2B lead generation is often an exercise in finding and cultivating allies within the prospect organization – finding the people who, although they are not your ultimate “buyer” or decision maker, can still help you make progress toward finding the right people who will be at the table when it’s time to close a sale.

 

Pre-qualify Your Leads: Just getting a longer list of “more leads” is not very helpful if most of those leads turn out to be bad. We see this happen a lot in our industry, where B2B lead generation companies promise to deliver massive quantities of leads, and then it turns out that many of the leads are poor quality – not really serious buyers, not well-informed about the seller’s solution, or sometimes not even in the right vertical or industry! “More leads” is not always the answer – sometimes if you get too many low-quality leads, it will just clutter up your process and waste your sales team’s time. How can you combat this? Start by pre-qualifying your leads – when taking inbound calls and inquiries, or during the lead generation process. Ask questions early and often to learn more about the prospect and see if they are really a serious buyer – for example, “What issues are you having with your current solution?” and “How are these issues affecting your business operations?” and “How soon are you looking to make a decision about implementing a new solution?” This will help you end up with a list of sales leads that are better qualified, better focused, and more likely to end up with a successful sales deal.

 

B2B lead generation is not simply a matter of finding “more leads.” The bigger challenges – and the more rewarding results – come from finding “the right” sales leads and making your overall list of sales leads better. By finding companies that are the right fit, by finding allies that can help open doors for you within the prospect organization, and by pre-qualifying your leads upfront, you can start working from a better organized, more focused, better targeted list of sales leads that will result in bigger sales conversions.

3 Steps to Building a Better Lead Generation Process

Lead Generation ProcessThe importance of the concept of “lead generation process” is frequently misunderstood and underestimated. Many B2B sales organizations act like lead generation is something that just “happens,” and if they go out and make cold calls or spend a lot of money on advertising, new leads will come rushing in. Other B2B sales teams tend to think of lead generation as something that there’s never enough of – they constantly are demanding more leads. The truth is more complicated. The lead generation process requires a careful approach and a strategic plan. If you handle it correctly, your lead generation process will yield bigger results than ever before.

 

Here are a few key tips on how to build a better lead generation process:

 

Do Your Research First

 

It sounds like an obvious point, but it’s true: you need to do your research upfront before you ever pick up the phone to call or send an email to a new potential sales prospect. The first step of the lead generation process is not about lead generation at all, it’s about doing your research and strategically targeting which companies are the best fit for what you sell. You should spend a lot more time on research than you do on making cold calls. Just like the old saying, “measure twice, cut once,” you should spend at least twice as much time doing your homework and researching companies as you spend on the phone.

 

Find Allies Within the Prospect Organization

 

In addition to doing research on which companies are the best fit, you also need to spend time on identifying departments, teams, and internal stakeholders within the prospect organization that are going to want to hear from you. For example, if you sell a system or software solution that improves productivity, which internal departments within a company are most likely to be affected by this? Who are the potential allies who will benefit from implementing your solution – who within the company stands to gain from buying what you sell? Sometimes the process of “finding allies” can help you identify secondary stakeholders and decision makers who might not get to have the final word on whether or not to buy from you, but who can assist in the sales process. Especially in B2B sales, the sales process can be lengthy and time consuming and complicated. It helps to figure out – early on – which people within the prospect organization are most likely to be on your side and who have a vested interest in seeing you succeed.

 

Pre-Qualify your Sales Leads    

 

Lead generation is not just a numbers game. Yes it’s true that “more sales leads” is usually better than “not enough,” but “more leads” is not always the answer. Sometimes your sales team already has “enough” leads, but you’re not getting the right results from the pool of leads that you do have. Many companies make a mistake of not qualifying their new sales leads. They treat every new lead the same – they assume that every new prospect is equally likely and ready to buy. But the truth is, not every lead is equal! Some prospects are urgently ready to move forward and are eager to start the sales process, while others are just beginning the early stages of their research, while others are confused or uncertain or don’t really know what they want.

 

The problem is, if you don’t do any pre-qualifying of your sales leads, you might overwhelm your “good” leads with too much clutter. You might spend too much time chasing after bad sales leads while failing to follow up with the leads that are actually ready to hear from you.

 

You can help avoid this situation by asking a few pre-qualifying questions to each new sales lead – whether it’s an inbound sales inquiry or a cold call or meeting a new prospect at a trade show or networking event.

 

Ask a few questions (if applicable) such as:

 

  • How did you hear about us?
  • What are some issues that you’re having with your current solution/system?
  • How are your current issues with your solution/system affecting your overall business operations?
  • What is your timeline for moving forward?
  • What other companies/competitors are you looking at?

 

These questions will help you learn more about the overall situation with the prospect’s business, and help you determine just how urgently ready the prospect is to move forward. Ideally, you can use these questions to help prioritize and rank your sales leads for follow-up – both immediate/short-term and long-term.

 

The lead generation process might sound complex and mysterious, but it doesn’t have to be. It’s all about doing your research, identifying the right people to talk to within the prospect organization, and then learning more about the new leads so you can prioritize which leads are “better” than others.