Most companies strive to achieve lead generation success using telemarketing services. Leads are the life blood of a business. Without high quality business leads a business will simply die. However, B2B lead generation is a challenging area and takes great expertise to do the job well. There are many obstacles to eliminate along the way and the connectivity between sales and marketing must be honed to achieve the right balance.
There are many demons that can thwart B2B lead generation. Here are a few ideas on how to develop a well planned lead generation process:
Developing a well targeted prospect list – The target list is integral to a successful lead generation campaign. When looking at prospects one of the most important stages is collating information about that company and capturing it effectively. The use of a lead generation database is essential but developing this winning database can be tough.
Poorly qualified sales leads
When a list has been captured the next most vital stage is to contact the prospects to qualify their suitability.
Often the best policy is to use your telemarketing services to validate any listings you hold. The team can find the most appropriate contacts and start to develop a relationship with the decision maker before the sales team make contact. This stage often gets overlooked with businesses focusing on appointment setting and value proposition presentation instead.
To stay effective, there is a need to ensure the prospects are the right fit for your product or service. A sales person should also be able to enter a sales presentation with an understanding of the budget, authority level, need and timescales of each prospect. You need to ensure that the lead provides a contact that has the financial clout to make a purchase, can make the decision to buy and has an immediate need.
At IZEN we offer a wide range of lead generation solutions.
