Lead Generation – One Last Review of the Basics

By Hanna SmolanAugust 18, 2015

Over the past few months, we’ve been sharing Lead Gen tips, tricks, and best practices for bringing in and converting leads, and maintaining customer interest throughout the entire Lead Gen process. This series has focused on B2B and B2C markets, and we hope you’ve enjoyed following along with us!

Here’s a summary of all the topics we’ve discussed in this series, for one final review:

What is Lead Generation?

Lead Gen is a highly strategic and effective way for marketers and businesses to close deals. There are a number of effective marketing strategies that are implemented in today’s market, but for this series, we focused on telesales. We discussed the various challenges and styles in which contact centers and their agents can utilize the Lead Gen strategy on a daily basis, and how the process can optimize their business model. If your company is waiting to adopt the perfect strategy for warm leads, this is it. Learn more below!

Developing a Sales Script

Creating a sales script is both tricky and necessary. People don’t want to listen to a sales pitch over the phone from someone they don’t know. Chances are good they’ll either hang up or politely cut you off and say they’re not interested. Creating an authentic sales script ensures potential customers that they are valuable to your business and not just another number in the sales pipeline. Tips for a great sales script include writing in a natural voice, avoiding the aggressive “hard sell” mentality, asking the right questions, and to keep it short and to the point.

Best Practices for Call Agents

The most important thing a call agent can offer a lead is strong customer service. Make sure that your agents comprehend the importance of customer service, and how they can keep customers happy, or turn unhappy customers into satisfied ones. Secondly, product knowledge is essential to a successful lead conversion. Train your call agents in knowing every facet and detail of what they’re selling. Encourage authenticity through real conversation and relationship development. Most importantly, follow up and nurture those warm leads!

Lead Management

Lead management is a process that businesses use to optimize their sales strategy by analyzing what’s working and what needs modification. Lead Management is comprised of four phases; capturing, scoring, distributing, and nurturing. These systems and processes ultimately are designed to generate new clientele and business prospects. There are various marketing and sales campaigns implemented to generate new leads, but we focused on Lead Management as a strategy.

Managing Your Sales Pipeline

Effectively managing the sales pipeline is crucial to business growth and success for your entire team. Using a sales strategy that works, and works well, is invaluable. Acknowledge the potentials within your warm lead list (if you don’t have a lead list, stop what you’re doing and get started on one with your team!) and identifying the decision makers who will give approval on the sale. Most importantly, analyze and measure the results. A motto we live by is “Measure what you market.” If the strategy in place isn’t effective, analytics and sales metrics are the most accurate way to study what needs to be modified and how it can be optimized.

We hope the Lead Gen series provided you with valuable information on Lead Gen and that you’ve learned something useful that you can implement into your own business strategy. We hope you will find success in whatever optimization method you choose. Let us know in the comments below what strategies and tactics work best for your business. Thanks for reading!

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