The Global Associates B2B lead generation Services would do well to distinguish between lead generation and lead management processes. Both the processes are important for B2B lead generation services and it’s imperative to ensure that both run smoothly and in perfect harmony with each other.However, one must have a clear idea of the distinction between these two processes in order to maintain a perfect balance between the two.
The basic difference:
Lead generation is the process of finding new business leads for the company when you don’t have enough prospects in the pipeline or at least not enough good ones that can be counted on to close into deals. On the other hand, lead managementis the process of managing the leads one already has in their kitty. This involves distinguishing between good and poor quality leads, and working out ways to convert the initial non-qualified leads into highly qualified sales prospects.
Where does the problem lie:
Often B2B lead generation services find it hard to make their appointment setting process click, or push the initial momentum forward or to close deals despite having ample leads in the pipeline. This becomes even more frustrating when the leads seem quite promising for a long time and yet fizzle out in the end. This means that one has to go back to the lead generation process and invest more time and resources on generating new leads.This hurts if one has already missed out on some excellent opportunities to close lucrative deals.
The key to success lies in putting in place a good system for lead management. It’s important to be able to identify between long-range and short-range sales leads.This will enable you to devote more time on the prospects who have already made up their minds to do business with you. Long-term leads need more attention over a period of time than the short-term leads, thus you need to employ different persons for the two.
Put in place a system that distinguishes between leads on the basis of their quality. This will allow your B2B lead generation services to close more deals while ensuring that a steady flow of leads keeps the sales pipeline filled with more prospects.