Chapter #7 - All about lead generation Before we conclude our Inside Sales series, chapter #7 explains the process of generating leads: * How it's done * Key stats you should know * Lead sourcing strategies Check it out: https://www.lusha.com/inside-sales-101/lead-generation/?utm_source=slideshare&utm_medium=post&utm_campaign=blog

1. All about lead
generation
The ultimate guide to inside sales.
Chapter #7

2. LeadGenerationin
Sales:WhatIsIt?
Leadgenerationinsalesistheprocessofattracting
leadsthroughcontentmarketing,emailmarketing,ad
campaigns,andcoldcalling—capturingthemthrough
aleadcaptureformandconvertingtheminto
customers.

3. Inbound lead
generation
Inbound lead generation is when content (blog posts,
white papers, case studies, infographics, video
tutorials, even email campaigns) produces leads that
come to you.
Once a lead is captured through a sign-up form, the
sales team qualifies them and sees if they’re ready to
buy.

4. Outboundlead
generationinsales
Outbound lead generation in sales iswhenyou push
messagesto atarget audiencethrough paid
advertising campaigns, direct mail, and cold calls.
Unlike inbound, in outbound marketing and sales,you
choosethe platform,time, and content leadswill see;
howmuch orhowlittlethey’ll see; andforhowlong.

5. Poorlead
managementisa
challengeforsales
teams
It’simperativethatmarketingandsalesworktogether
andhaveasysteminplacetomanageleads
throughouttheirtimeinyourfunnel.Yourconversion
ratesdependonit!

6. HowtoGenerate
SalesQualified
Leads
Witheitherinboundoroutboundleadgeneration,
marketingandsalesteamswillhavetodoasignificant
amountofnurturingbeforeleadsarereadytotakethe
leapoffaithandbuy.
It’sthroughnurturingthatyou’reabletochiselawayat
theirconcerns,helpthemcompareyouroffertoothers,
andkeepthemonboarduntilthey’rereadytobuy.

7. Lead sourcing is identifyingwhereyourleadsfirst
discoveryou and enteryoursalesfunnel. Forsales,
lead sourcing steers reps inthe right directionwhen
outbound prospecting; it showsthemwhich platforms
deservethe lion’s share oftheirtime and letsthem
enrichtheirCRM system bykeeping leads organized
bysource.
WhatIsLead
Sourcing?

8. Determiningthecorrectleadsource
Changingtheleadsource
Havingtoomanyleadsources
Notreviewingleadsources
Leadsourcing
challengesandhow
toavoidthem

9. Checkoutthefull
chapterat:
www.lusha.com/inside-sales-101