Lead Generation
Lab7X Business & IT Consulting
Lead generation is a sales funnel filled with leads is a great way to validate that your efforts are delivering value to your prospects. When lead generation is done successfully, everyone benefits. The pressure is always to deliver qualified leads through the sales funnel.
Lead generation can be complicated; but coming up with fresh and effective ideas would mitigate the complexity;
here is some food for thought:
- Content Marketing: add opt-in email to videos, downloadable posts in exchange for email, blog often, optimize your website
- Social Media: promote your tweet, write on LinkedIn, answer questions on Quora, SlideShare link to a landing page.
- Referrals & Reviews: Strategic partnership with large companies, thought leader to review your products/services…
- Tools: CRM, HubSpot, Brand24, Google Keyword Planner, Intercom Acquire, LinkedIn Sales Navigator
Let’s resolve your company’s challenges together
Once the generated leads are in the sale’s funnel, we need to manage them; so Lead Management is the process of tracking and managing prospective customers. Sometimes referred to as customer acquisition management or contact management, it generally encompasses the following processes:
Leads: Businesses create consumer interest and inquiry into products or services through a range of marketing tactics. These often include blog posts, advertisements, white papers, social media, events, and PR campaigns.
Customer inquiry and capture: Customers respond with interest and their data is recorded. This creates a sales lead.
Filtering, grading, distribution, and contact: Leads are sorted by the validity of the request, prioritized based on likelihood of becoming a customer, and then dispersed to sales reps to be contacted. Depending on the size of your marketing program, a lot of work can go into defining how to accurately categorize and sort individual leads.
Lead nurturing: Leads are sorted and scheduled for follow-up. They may be put into drip-marketing campaigns, or followed-up via phone, email, etc.
If the process ends with a sale, the lead has successfully traveled down the sales funnel and emerged as a customer. But the work doesn’t end there.
Lead management becomes more complex as companies scale – managing 200 leads is a lot different than managing 20,000 plus. And when those leads turn into customers, businesses must continue to nurture those relationships. In short, follow up is critical to maintaining high levels of customer satisfaction and sales efficiency.
Even a straight forward process can become complex as your business begins to produce a variety of sales opportunities. Lead management makes your sales team more effective by creating a pool of interested consumers and then filtering out the unqualified leads.
Example
Structured BD Program
After all, it’s more efficient for a sales rep to call 10 qualified leads than 30 unqualified ones.