Effective Sales Lead Generation
Tags: Appointment Setting, B2B Lead Generation, B2B Sales, Cold Call Prospecting, Government Sales, Increase Sales, Inside Sales, Lead Generation, Lead Generation Programs, Lead Nurturing, Outsource Sales, Prospect Development, Prospecting, Sales Lead Generation, Telemarketing, Trade Show Leads
There are four guidelines we follow to produce quality leads and build a pipeline:
Build a good list and use it as a sales person would work a territory:
If the list, or database, represents an accurate sample of the target universe, do not call through it a couple times and abandon or dispose of the list. Set an objective for qualified leads for the database (a quota) and continue to work the list, calling through it as many times as you can until your return begins to diminish.
Adopt the “never hear no” or “no means not now” attitude:
If the database was good make sure that you set those who have said “not interested” in a place where they can be touched over a period of time – at least a year. Things change and so do people, so if the suspect was good nurture them.
Utilize the “rule of seven”:
Over a year period, touch the suspect at least seven times. Based on our experience this has tripled our database ROI.
Touch the prospect in a variety of ways:
You can call over and over again; however, it is best if you plan the campaign for the year. Call (only leave messages if you can never reach them), send email that is trackable, and send high interest stories, like press releases and business related articles. If the suspect/prospect is going to an event, see if you can meet up with them there. People respond to a variety of different communications – just like people learn differently. If you combine a variety of different approaches it will distinguish you from the competition that does not do this. Sales Lead Management is the key to success.
If you attack the suspect base in this manner you will be in the minority, and you will have a competitive edge. Most sales and marketing organizations cast a wide net and do not continue to nurture the database. If you select the right universe, and continue to work them in this way, you will uncover good short term opportunity and you will build a pipeline that can contribute to a sustainable revenue stream.
For more information about InteliTarget’s Sales Lead Generation services visit http://www.intelitarget.com/services/sales-lead-generation.php
Pawan said:
Aug 13, 09 at 10:35 amHow can you collect a good and effective Sales Lead Data that will gives you a satisfactory result
kplumer said:
Aug 13, 09 at 4:14 pmPawan, thanks for the question. Collecting good & effective Sales Lead Data can be a difficult task. First, you must know your target market demographics, whether it’s business or consumer, if you don’t really know your target, you will have a more difficult time achieving satisfactory results. Evaluate your current customer base first. Hopefully, you’ve been collecting data from the start, if you sell to businesses you should be tracking their industry, revenue size, number of employees, location, etc. If it’s a consumer product or service, starting with demographic information like family size, income, location, married household/single parent household can help. If you are launching a new product/service, utilize industry information available on similar products/services. This is very time consuming & you may find that you need help with this step of the process. You should also utilize a “tool” that helps you store all the data in one location that is easy to use, analyze, and quickly retrieves data. Now you just need to decide where & how you are going to get those leads. There are multiple places: list brokers who match your target market, Online Database services where you can build your own lists to match your targets, or a Lead Generation Company who calls on your behalf to find you leads. We can do all of the above & much more! I hope this helped answer you question, let me know if you have any more.