For many companies, lead generation stretches across many different touch points. For an organization to succeed in the first place, it has to produce sales leads. This article covers 10 of the best ways that your organization can produce sales leads. We have lots of tips to help you build more sales leads, from inbound to outbound, lead generation companies to SEO. But let us have a look at some concepts before we get lost in creating leads.
What is a Sales Lead?
The lifeblood of sales teams is sales leads. A lead may be either an individual or corporation that you expect to win with your service or product as a potential client.
What is a warm lead?
In this case, an individual or organization has shown interest in the service or product your company offers.
What is lead generation?
Lead generation is the sales procurement process. It is awareness building and initiating the interests of an individual or organization in the product or service of your company that are primarily focused on inbound.
Who owns lead generation?
The marketing department is usually in charge of lead generation, or at least, this is usually the case with most companies. Sales departments often conduct their own analysis through the Internet or other forms of data.
There is an eternal battle between sales and marketing in terms of volume and sales efficiency. The planet will be harmonious if there is enough supply, but where there are difficulties with lead quantity or lead consistency you can hear the everlasting words:
Sales: ‘’The leads are poor quality and I have don’t have enough’’
Marketing: ‘’The sales team are burning the sales leads and wasting our budget.’’
How do you Qualify a Sales Lead?
The ‘perfect customer’ typically has a number of main characteristics or characteristics which affect their probability of buying your product or service. These would usually be:
- Company’s annual sales
- Number of employees
- Job title
- Website technology
- Marketing technology
- Currently using a competitor service/product.
What Does MQL vs SQL Mean?
A marketing-qualified lead (MQL) is a sales lead whose dedication levels mean that he is potentially a client.
This could be a regular to your website, who has expressed interest in the content of your website. The user will complete a web form, download material, sign up for a newsletter or fill up the shopping cart, and then leave the website. Each type of contact is given a lead ranking, a calculation that lets sales and marketing workers decide where the visitor is in the shopping cycle. It is typically the marketing department’s task to cultivate leads if the prospective client is early in the purchasing cycle.
Sales qualified leads vary from MQLs. SQLs also show an imminent interest in a company’s goods or services, and a sales manager may use the best practice within the first 24 hours of discovery. In addition, MQLs are more general interest opportunities and could need further preparation and follow-up in order to become sales opportunities.
What is a Hot Lead?
You always hear the word “hot, cold, warm” when it comes to leads, but each of those words has different meanings.
- Hot: Able to shop to satisfy an instant demand. They have the budget for concluding the deal.
- Warm: Wish to purchase, and may have trialled your product or service. They may consciously look around and compare service providers and characteristics, or may be locked into the contract of another provider.
- Cold: Maybe they’ve never heard of you, or maybe they’re searching for details that identifies them as a lead, just not ready to buy anything now.
How to Generate Sales Leads for Your Business:
1. Lead Generation Companies
You will need to allocate some budget to purchase sales leads if you don’t have enough of the correct sales leads in your CRM or database today. Four of the key issues with purchasing sales leads are, depending on who you go to:
- The data is old,
- You could buying a lead that you already have
- You’re buying a lead that is already a client,
- You could be buying a lead against your AUP (Acceptable Use Policy).
With the rapid developments in technology firms, however, these challenges are now starting to be solved. Here is a list of businesses with lead generation:
Improve the Search Engine Optimization (SEO) of your website so that keywords explaining your product or service appear on the first Google page. This will help push your website traffic and improve your inbound sales leads.
Try these starter SEO tools:
- Screaming Frog
- Google search console
- SEO book
- Hit Tail
3. Landing Pages
The landing page is a web page on which a visitor lands for a particular reason. Although a landing page can be used for different purposes, one of its most common uses is to use forms, deals, trials, etc. to catch leads. Just a tip: It’s easier for you to put your landing pages on your own server from outbound campaigns so that the traffic goes to your website and not the facilitator’s. If you use a third party for landing pages, be aware that your campaigns help improve their SEO scores, but that your own would not benefit. When setting up landing pages, this is something to be considered.
This is an online conference where the presenter addresses a topic specific to the sector where his customers live. This is normally done using slides or an interview style presentation. Here are some good webinar sites:
- Cisco WebEx
Usually, blogs are rich material posted on a website in the form of an article. If your blog is of high quality, you can ask other websites to publish your blog and thereby generate sales leads and backlinks to your website.
This is a great way to draw visitors to your website or company. Whitepapers are usually an authoritative study or advice on a topic that is of interest to your potential customers.
Directories are very helpful if you are a B2B business that sells a product or service. Many companies have sales leads attributable to advertisements or online directories. Here are some examples of the most common directories of software:
- Software Advice
- SaaS Genius
8. Press Releases
Issuing press releases can help drive traffic to your website, generating inbound sales leads. Consider the following online press release pages providing a low-cost solution:
- Business Wire
- Market Wired
- PR NewsWire
9. Customer/Employee/Partner Referrals
Set up a referral program where employees/customers/partners can forward sales to your company. Find the following software solutions to get you up and running early:
- Vocal References
- Invite Referrals
10. Existing Customers
Your current customers can be a gold mine to buy more sales leads. Your sales or account management team will build a trust-based partnership and can request introductions to your customer’s global offices or vendors.
Lead generation isn’t easy, but it’s a must-have process for any company to succeed. Some businesses exist on their own inbound. However, this is not a choice for many B2B companies and start-ups. I like the lead generation of gold mining. You can never rely solely on one source of leads, but have several sources for lead generation in case one vein dries up. There has been no creativity in the lead generation in the last 30 years, but this has changed dramatically with the emergence of new businesses. As a result of big data systems like MS Azure and AWS, companies like SalesOptimize can search the internet to find companies that can be turned into sales leads.