What do you do with your sales leads? How do you manage the data gleaned from them? How do you convert these into actual sales or business deals? These are just a few of the numerous questions that IT manage d services like yours need to answer. Properly managing these resources is essential to the success of your IT sales lead generation campaign. Getting face-to-face appointments from these prospects will depend on how well you used the information given to you. Now that is where the challenge is. There is no doubt that IT managed services and similar businesses are profitable ventures. Think of the many businesses that need an extensive IT network for their operations. They require expert support, something that your business can provide. The issue here is how you make your appointment setting efforts more successful.
It makes no sense to spend a lot of time on actions that will not bring immediate results. Proper B2B leads management practices are needed here. Here are some tips to remember: First of all, you need to define what exactly sales leads are ready. Here, you need to work side by side with your sales team. Based on the data they have, you can build a useful criterion. It can help you pinpoint who exactly are the prospects you should concentrate your marketing efforts on. Your criteria should include demographics, buyer behavior (like web visits or click-through), as well as the source of the leads (social media, telemarketing, email, etc). Another tip is to set up a good lead recycling system. In the course of your work, you will encounter prospects that are not yet ready to buy or sign up.
These are not wasted B2B leads, mind you. Sensible marketers would record these prospects and call them up on a future time. This would avoid wastage, as well as capture potentially profitable business deals. You just need to set up a good system for it. Next, you need to have some buyer monitoring system in place. Remember that your prospects have control of the buying process. Depending on your sales pitch, either they do business with you or not at all. Knowing where they are in the buying stage will help you time an appropriate response. In this way, you can improve your success in B2B appointments and conversion. Tracking anonymous visitors and relating them to new B2B leads is also another useful tip. A little tweaking on your website will allow you to track even anonymous visitors to your site. Once they complete forms on your website or landing pages, you can then obtain a complete record of their visit to your site. From the data gleaned, you can formulate a sales plan that will get them on board your business.
While these are very useful tips for your sales leads management processes, it might not be too much for your IT managed services to handle on its own. If that is the case, you can also have the marketing work outsourced to competent appointment setting services.
