Making the Most of Lead Generation Methodology
One of the most essential,yet challenging parts of successful business-to-business (B2B) marketing is lead generation and nurturing. Without successful leads, no business can thrive. Hence, it is important to have a clear understanding of closely targeted leads for your business to flourish. With the prevalence of email marketing, pay-per-click (PPC) advertising, web design, search engine marketing(SEM), web 2.0 and landing page optimization, lead generation and nurturing have become a complex procedure to set up, but easier than ever to manage. And injecting the human touch (voice) into the nurturing process can help you cut through the digital clutter.
Why is lead generation and nurturing important?
It is essential to focus on your lead generationand nurturing process for three reasons:
* Lead generation and nurturing offer continuous improvement
The return on investment that you generate from implementing and enhancing your lead generation program is worth the time and effort.
* Buildinga competitive edge
Your effort in managing the lead generation and nurturing process helps you to attain both a competitive edge and a greater market share than your competition.
* Making effective use of budget
After assessing your results, you can choosewhere to invest your money and align your budget accordingly to achieve strategic objectives.
Innovative Lead Generation Methodology
Eminent service providers have come up with innovative lead generation methodologies that involve multi-touch contact initiatives such asemail responders, acquired lists, webinar registrants and more. These contact vehicles are often compounded with outbound telephone calls that verify and attach missing information and pre-qualify prospects. The outcome is an efficient contact database that will bea valuable asset.
The modern day lead generation solutions offer you the following services:
* BANT qualified leads
* Qualified contact databases
* High-value selling opportunities
* Continuous lead management & nurturing
* Carefully targeted prospects
* Lead transfer to any CRM system
The B2B sales process iscomplex. Finding buyers for your services and products takes time to happen. Latest industry studies show that an average of 12 touches arerequired to convert a cold client call to a completely qualified sales-ready lead. For this to happen, enterprises need to engage prospects continually with significant messaging until they are totally qualified. Top-notch service providers use lead management services , lead optimization and lead nurturing with the objective of searching for prospects.
It is crucial to ensure that no leads leak out at the time of the “marketing-through-sales conversion” phase. Innovative solutions help keep the prospects active and interested through multiple avenues. They can also alert your team when a prospect changes interest levels, allowing you to reactand reach out at the appropriate moment.
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