A healthy lead generation system is the launchpad to an effective and efficient selling process. Therefore, getting the right tools to facilitate this critical step is important.
Here are five things to include in your evaluation of the right lead generation system for your sales team.
Reaching the Right People
Lead generation systems range from highly-targeted to very broad. Therefore, you need to ensure the tool you use matches your team’s targeted buyers. Creating customer profiles is helpful before you try to find a solution to reach people.
Reviewing the best current customers for your solutions is a good place to start. Consider the traits and behaviors of those buyers that contribute to the most efficient and productive sales activities.
Reaching Your Goals
Each system offers different capabilities and points of emphasis. Therefore, you need to establish your lead generation goals before investing. In particular, know whether you want to hone in on prospects in an existing market or expand into new market groups.
The Transition to Lead Nurturing
The transition from lead generation to nurturing is equally important to getting prospects into your database. Some tools allow you to consistently keep a supply of targeted prospects in your database. Others emphasize a more selective approach to targeting, but then emphasize a smoother or more effective shift to lead nurturing.
Roles and Responsibilities
Closely tied to your transition consideration are the roles and responsibilities for these early selling stages. If your sales team is tasked with generating and nurturing leads, an efficient and effective system is important.
If you prefer to outsource to simplify the lead generation process to enable your reps to focus on nurturing, developing and closing deals, a more automated system that consistently loads targeted prospects makes a lot of sense.
Timing and Tracking
Technically, timing and tracking are two different things, but they relate in a lead generation system. Timing refers to how quickly you need to be able to ramp up your prospect pool. Some systems emphasize consistency and precision, whereas others allow you to adjust the gauge depending on your existing prospect base.
Tracking performance is essential to continuous improvement throughout the selling cycle. Regardless of the system, you need to consider how you will track the progression of leads generated as they move through the selling cycle. Tracking helps you figure out which prospects convert well and which don’t.
Conclusions
Knowing who you want to reach and what you want to accomplish contribute to finding the right lead generation system. You also need to consider the roles and responsibilities of your team, and how leads move from prospecting to nurturing. Finally, consider the timing of lead development and tracking capabilities of your solution.
One of the best ways to find out if a particular lead generation system works for you is to try it at no risk. Start your free trial of Salesgenie to see how a targeted lead generation subscription service can be your key to lead generation success!
