Being at the top of lead generation takes more than strategies and plans. To level up your company as a lead generation optimization leader, the key is integration. There should be a solid teamwork from the top management down to every staff.
When the top managers, with the support from the upper management, constantly works abreast with the combined forces of marketing and sales departments, plans materialize when done well. And the rest follows. High quality leads are delivered to the sales forces. Conversion rate of prospects soars more than what is expected.
A lead generation optimization (LGO) leader has high win rates, superior percentage of sales representatives reaching quotas and an above par productivity in the entire sales process.
Establishing a lead calendar is one way to ensure lead optimization. Through this, the firm can monitor the flow of prospects based on factors, namely income goals, average revenue per sale, sales cycle and the abilities of the sales group.
Technology has brought the most contribution in lead generation. Aside from the traditional methods of marketing, new concepts arrived. In addition to direct mail and other agelong means, telemarketing has been making the most progress. By using the phone, sales leads can be best optimized through appointment setting, 24/7 customer service support and live answering service. Another effective way is the use of the Internet. Thousands of emails can be send to qualified leads in one click. With search engine optimization (SEO), your company’s website will be more visible just by typing a keyword/s.
The challenge doesn’t end in targeting exact audience. The heavier part rests on aggressively following up on leads. A qualified sales leads will have a probable chance of being lost if not nurtured. This, then entails to create a lead nurturing program.
Making customers feel that they are served right by the firm will be a driving force to success. It is not only the duty of the firm to keep their prospects informed, educated and updated but it is also the inseparable right of every qualified sales lead.
Lead nurturing is just one part of a process to generate guaranteed leads. Integration is the key factor to success. A company ought to develop a market-focused long-term program, to have the right products and services, to empower employees and to provide sales tools. It is very crucial that every department is headed to one direction only. If they don’t, then it will be an uncontrollable fiasco.
To result in a higher conversion rate, the sales people of a company should concentrate on presenting the products and services to the customers. This would mean to need more time in planning the best way to approach every sales prospect, either end consumer (B2C) or another company (B2B). The good thing is we now have outsourcing. As defined, outsourcing means contracting a third party which is another firm, onshore or offshore, to provide lead generation services. More often than not, outsourcing telemarketing boomed many businesses. With its professional and skillfully trained employees, telemarketing service providers can hand out a list of guaranteed leads to its client within a time frame so desired by the latter.
Twenty-first century demands stepping beyond the traditional way of doing business. In the highly competitive world in which we live, integration springs success. Other things being equal, a company with a coordinated workforce, customer-centered services, products and powerful lead generation tools has an upper hand over those which fail to have such resources.
