Lead Generation

What is Lead Generation ?

In marketing, lead generation is the generation of consumer interest or inquiry into products or services of a business. Leads can be generated for purposes such as list building, e-newsletter list acquisition or for sales leads.

Importance of Lead Generation

If you are a Customer of Advent So generating leads is one of the most important things you’ll ever do. Sales lead generation is not a project. It’s a process. It’s about setting up a system that increases your sales force’s productivity and efficiency by identifying potential buyers and giving your sales people the tools to turn them into customers and close the sale.

You may think your lead generation strategy is great, but what you think is less important than what your sales reps think. If you can get sales force buy-in, then you’ll create an atmosphere of accountability and a level of expectation. Your sales people will feel some ownership of the sales lead generation program and will be more likely to do their part to make it succeed. You can’t impose a sales lead generation program on people.

Generating leads is a team effort,not just a mail shot or an e-mail campaign. The first thing you need to do is put last things first and be sure you have a complete, well thought-out and timely follow-up process. Meet with the sales people in your organisation and think about what steps need to be taken to move a prospect from being curious to being sold. Who takes the lead? How will data be organised? What literature will be sent? When should sales people make follow-up calls? What additional mailings or e-mails will go out? Create a flowchart to define the process. You should have everything in place on the back end before you receive a single enquiry.