One common problem with almost every B2B lead generation company is that there is no clear division of responsibilities between the marketing and the sales teams. As a result, neither of them is ready to take up the responsibility of qualifying the business leads that are pumped into the sales funnel, and B2B lead generation company loses so many promising opportunities. You must understand that someone in your organization has to stand up and deliver the goods by qualifying the leads more efficiently, empathize with the client to know about their problems and pain points, and get to the decision makers to fix appointments. The sales cycle can actually start only after successfully accomplishing these initial tasks.
There are basically three important steps to save your sales leads and run a successful lead generation program. If you fail to develop a system that accomplishes these essential things, you will only waste a lot of time, resources and money on creating leads that will wither away without producing any results.
Develop a standard process for filtering your leads:
If a B2B lead generation company fails to put in place a standard process for filtering, measuring, tracking, evaluating, sorting and prioritizing the business leads that are being pumped into the system, the sales team can never know which one are qualified and which ones are not. Too much time will be wasted on leads that are not going to produce any results while many golden opportunities will be frittered away.
Assign responsibility for follow up:
Earmark responsibility for following up the prospects to specific persons. You must monitor the progress made on a case to case basis and convey to your sales team whenever a prospect is ready to buy. Without this process, sales team will always lose a lot of productive time in chasing the prospects that are still undecided.
Nurture the existing leads:
Every prospect is not yet ready to buy but they have their pain points and would need to do something about it sooner or later. Never leave such customers as unqualified, nurture such leads by regular follow up calls and written communications.
Developing a solid sales funnel is imperative for any B2B lead generation company. You can boost your business and enhance the profit margins by putting a standard process in place.