Generating sales leads is part and parcel of a sales representative’s core responsibilities, but what happens if your sales team is not generating enough leads?
Even if all leads are followed up on and a high percentage of those leads are closed, eventually a lack of sales leads will restrict the sales funnel and result in fewer sales at the close of the sales pipeline. If your sales team is not generating enough sales leads, look to the following common causes to find a solution.
Article Executive Summary
1. Develop a vast variety of sales lead channels
2. Focus on developing “inbound” leads, leads that come to you from internet
marketing sources
3. Engage with your better quality leads more effectively with research, marketing support
4. Do a better job to qualify your leads before spending too much time on them
5. Know the difference between “sales” and “marketing” and how they
should interact effectively
1. A Greater Variety of Lead Channels Supports More Sales Leads
Sales reps often like to use what is comfortable, but that may mean that sales leads are restricted by a limited number of lead channels if sales reps have not become comfortable navigating between a variety of source channels. In an interconnected world using integrated lead sources across different platforms is crucial to finding qualified leads. Help your sales reps find more leads by encouraging them to move towards a multi-channel model of lead generation that uses complimentary technology. Give consideration to direct mail, trade shows, email marketing, telemarketing blogs, social media, paid search, traditional advertising, specific Web site searches, Industry directories, targeted rental lists, and reviewing the news.
Continue reading →
