Some Lead Generation efforts work and some do not – Why?
As this New Year begins and the business climate improves, we see many organizations focusing on generating leads and ultimately revenue. Almost every day we talk with people that are looking at launching lead generation, appointment setting, and prospecting programs.
A common theme with these organizations is – we have tried this before and it was a failure. For more than fifteen years, we have heard this countless times.
When you examine those programs that have not been successful, some common elements surface in them all:
- A low level of collaboration – no consistent communication
- Not enough training
- Unrealistic or no solid mutual goals and objectives
- Thinking of the effort as a stop/start campaign rather than building the front end of the sales process
- No closed loop or accountability – lead quality and tracking through the sales process
- Statistical/activity reports instead of success metrics.
In most cases where the effort is not successful all of these issues, or some subset exist. Unless there is strong project management and an agreed to plan the risks are high.
InteliTarget has developed a closed loop process that is built on the best and most proven practices in the industry. We have built and refined this process for many years and today can say without hesitation that the numbers of client initiatives that do not work are few and far between. Do all efforts work as originally planned – no? However, most are very effective.
We would like to talk with you about how we might build a prospecting or lead generation program that has a high probability of success. We would also like to have you speak to some of our clients so that you can hear directly from them why, after trying this with others, the InteliTarget partnership worked.
We look forward to hearing from you. Please visit us at www.intelitarget.com or call our business development organization at 540.409.4848
