You can ask any sales leader. You can ask any salesperson in every industry across the board. Qualified leads are vital to the success of any sales process. Obtaining high quality leads should be a priority for every company across all industries.
Smart sales teams work closely with their marketing team to devise a proactive, robust, consistent, and persistent lead nurturing and lead generation strategy. Consistency and persistency will be key for the success of your lead generation efforts. When you create consistent messaging and deliver on your brand promise, your company and sales organization will see success in conversion rates metrics, moving potential customers to closed sales status. Ultimately, closes sales and increased revenue are the goals of every B2B lead generation initiative. And a great strategy and team effort is the only way to bring in the types of leads your company desires and converting those in your target audience and demographics into loyal buyers of your products or services.
To understand the importance of effective and successful lead generation in the sales process, it is essential to understand what lead generation is.
As defined by Gartner (although there are many different, but similar definitions):
Lead Generation is the process of collecting a set of contacts from prospective buyers with a goal to nurture and qualify them as sales opportunities to grow the business.
Marketing Qualified Leads (MQL) is a potential customer that has been reviewed by the marketing team and satisfies the criteria necessary to be passed along to the sales team.
Sales Qualified Leads (SQL) is a prospective customer who has moved through the sales pipeline – from marketing-qualified lead through sales-accepted lead – to a position where the sales team can now work on converting them into an active customer.
Because obtaining good leads and effective business development is so critical to B2B sales, one important decision for any company is to determine whether outsourcing lead generation or in-house lead generation is the best route to travel. Finding the right decision-makers in your target audience is quite a time-consuming, tedious part of the sales cycle. Including this task in the sales development process may serve as a demotivator, especially to your highest-producing, highly inspired salespeople. Considering a B2B lead generation company with the know how of a highly experienced team should be a priority. Years of experience truly matters when you research vendors for outsourcing B2B lead generation agencies.
What are some fundamental characteristics of effective lead generation campaigns?
B2BAppointmentSetting.com is a lead generation and appointment setting service provider and we concentrate on outbound marketing channels to produce great results for our clients. There are many more initiatives and strategies that are part of effective lead generation and it is important that all efforts complement each other and that we talk about them here. When these activities work cohesively together, optimization of those efforts leads to conversions and closed sales.
Why is lead generation important?
Simply stated, leads are the lifeline of sales. Obtaining highly qualified leads and keeping a full and active sales pipeline takes a tremendous and time-consuming effort. But it is important for many reasons including:
It is clear that lead generation is a “must” for any company to make sales and increase revenue. It requires a consistent and persistent effort, not a seasonal task. It is essential for your company’s and sales team’s success.
How can B2BAppointmentSetting.com help you with your lead generation efforts and free your sales team from time-consuming tasks so that they can focus on closing sales and generating revenue? Contact us today!