The emphasis of top lead generators like The Global Associates remains on creating fresh opportunities to make their B2B demand generation campaign a roaring success. Maintaining a successful B2B demand generation effort will, however, be a mere daydream without having a solid lead qualification and nurturing process in place. Assigning specific roles to your team members is of utmost importance if you wish to make the most out of every single lead you generate. A sales organization must clarify expectations from every department in order to be effective and efficient.
Developing a solid process:
You cannot run an effective B2B demand generation campaign just by pumping countless fresh leads into the sales pipeline, you need a robust process for filtering and nurturing these leads. You would only be losing time and resources in the absence of such a process and are likely to miss some golden opportunities to clinch fat accounts. Following are three useful tips to help you make sure that you are doing what it takes to make the most out of every single lead you possess.
- Define the sales funnel in clear terms
Sales organizations must clearly identify their sales funnels, they stand to lose a lot if they do not. Your inability to identify a clearly defined process for filtering, measuring, sorting and prioritizing business leads will make you lose out on some golden opportunities.
- Have a good lead qualification process in place
Lead qualification is just as important a process as lead generation. Turning the leads over to the sales team without properly qualifying them would result in a sheer wastage of time and resources. Studies have often shown the bitter fact that only about one-fourths of the leads are actually qualified before they come to the sales people. This forces them to waste their productive time calling prospects who are not motivated enough to buy at present.
- Nurture existing leads
Lead nurturing and follow-up is a very important process for boosting B2B demand generation and taking the sales process forward. Some promising customers might not be motivated enough to buy from you at present, but they are likely to come around pretty soon offering you a goldmine in near future. Have an effective follow-up program in place to nurture these leads, this will help you keep track of the customer and not miss out on a great fortune later.
You should develop effective processes to make your B2B demand generation program a grand success. Always start with defining your sales funnel clearly, have a good lead qualification process in place and develop an effective lead nurturing and follow-up process to make the most out of every single lead.
