Sunday, 4 September 2011

5 tips to improve lead gen

  1. Build solid relationships with sales - frequent, ongoing comms, work together to define a qualified lead, understand their sales process, typical obstacles and concerns.
  2. Demonstrate marketing contribution to revenues - provide data to execs to prove effectiveness and create short and long term goals to get buy-in and build the business case.
  3. Trust and relevancy - create messages that focus on your prospects needs and interests e.g. must show C-level that its a scalable solution that can drive sucess.
  4. Build relationships through lead nuturing - focus on the people in the funnel not the process.Focus on prospects goals and potential benefits, such as reducing csts or improving operational efficiency to give them competitive edge.
  5. Pay attention to most important metrics - identify metrics that give the best pictureof campaign effectivess e.g. lead/opportunity conversion rate will give a picture of quality of leads.     

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