Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sales Lead Generation

611 views

Published on

Effective creation and management of lead generation programs

Published in: Business, Technology
  • Be the first to comment

  • Be the first to like this

Sales Lead Generation

  1. 1. salesssal<br />Effective Sales Lead Generation<br /><ul><li>Mistakes that are made in sales lead generation
  2. 2. Definition of a lead
  3. 3. Quantity vs. Quality
  4. 4. Multi-dimensional lead generation
  5. 5. Nurturing leads
  6. 6. Measuring and understanding return/success</li></li></ul><li>Common Mistakes made in sales lead generation<br /><ul><li> Too many organization focus on increasing the</li></ul> number of leads – volumes of poorly qualified<br /> leads cause sales people to ignore them <br /><ul><li> Marketing designs and manages the sales lead </li></ul> generation programs<br /><ul><li> There is no accountability process
  7. 7. Measurements are focused on the lead and not</li></ul> the result<br /><ul><li>R.O.I. is not measured and information is not</li></ul> communicated effectively<br />
  8. 8. Defining the sales lead<br /><ul><li> Leads should be qualified in order for the sales</li></ul> people to derive benefit – building pipeline<br /> defines success <br /><ul><li> Qualifiers should be defined up-front by sales
  9. 9. Leads should not be passed to sales unless they</li></ul> meet qualification criteria<br /><ul><li> Leads need to tied to those capable of making</li></ul> decisions<br /><ul><li> Leads are not contact information</li></li></ul><li>Sales Lead Generation<br />Quantity vs Quality <br /><ul><li> There is no value to a large number of unqualified</li></ul> leads<br /><ul><li> Lead generation programs should not be a</li></ul> replacement for sales prospecting for their own<br /> business<br /><ul><li> Too much activity from unqualified leads</li></ul> frustrates sales the organization <br /><ul><li> Large numbers of unqualified leads destroys the</li></ul> confidence in the program and most ofetn ends in<br /> the programs demise<br /><ul><li> A few very well qualified leads will cement sales</li></ul> involvement and buy-in<br />
  10. 10. Multi-dimensional lead generation creates a closed loop<br /><ul><li>Effective Lead Generation should be made up</li></ul> of a variety of touch points<br /><ul><li> Event support
  11. 11. Intelligent email
  12. 12. Telephone contact
  13. 13. Direct Mail (optional)
  14. 14. The database of suspects should be touched no less</li></ul> than 7 times in a year<br /><ul><li> Honor “opt – outs” but continue to touch even</li></ul> those who have expressed “no interest” at least<br /> once per quarter – things and people change <br />
  15. 15. Nurturing Leads = higher sales growth<br /><ul><li>The different types of contact allow you to nurture</li></ul> suspects and grow them into prospects <br /><ul><li> Prospects should be nurtured with several </li></ul> contacts within the target organization<br /><ul><li> More contacts = internal awareness
  16. 16. Contacts potentially include influencers
  17. 17. Increases chances of positive response
  18. 18. People buy from people they know – Nurturing</li></ul> begins the relationship before transitioning the<br /> lead to the sales representative. <br />
  19. 19. Measuring/understanding the result/return<br /><ul><li>Sales Forecasting and reporting is key to</li></ul> understanding the return<br /><ul><li> Leads should be tracked through a CRM system
  20. 20. Leads should be classified like any suspect/prospect
  21. 21. Reporting should be generated weekly
  22. 22. Where Are You Getting</li></ul> Traction<br /><ul><li> Is The Message Resonating
  23. 23. To What Are People</li></ul> Responding<br /><ul><li> Are The Qualifiers </li></ul> Correct<br />
  24. 24. salesssal<br />Effective Sales Lead Generation<br />InteliTarget builds Sales Lead Generation programs for clients in a wide variety of selling environments<br />The InteliTarget team supports Fortune 500, Mid-size, e-Business, and Start-up organizations<br />For more information about how InteliTarget can help you build a successful Sales Lead generation program click below<br />http://InteliTarget.com/services/sales-lead-generation.html<br />Providing Sales Lead Generation Services since 1996<br />

×