|
|
Like this article? PLEASE +1 it! |  |
|
Lead Generation Best Practices: Fewer Leads Are Better
| Guest post by: Dan McDade |
Article Overview:
- Focus on qualifying and developing leads more thoroughly prior to hand-off.
- Deliver fewer of these more highly qualified leads to sales representatives.
 |
Free Download - Marketing Tip: If You Only Do One Thing, Qualify Your Leads By Dan McDade |
Lead Generation Best Practices: Fewer Leads Are Better
There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities?
In reality, just the opposite often turns out to be true. Standard lead generation's focus on quantity—rather than quality—results in the following:
- The pipeline is flooded with a high volume of low-value leads.
- Qualifying criteria are rarely met due to lack of marketing resources.
- Sales reps' calendars are cluttered with unqualified meetings.
- Money is wasted on sales lead generation programs that don't work.
By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Such a practice makes sense in any economic climate, but in our current market downturn it can be a way to actually improve efficiency and do more with fewer resources. This also renews the value of lead generation programs, since reps start receiving leads they can actually use.
Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently. In the end, it means great return on program investments and higher company revenue.
Related Articles
Consultative Selling Won't Fill Your Pipeline
The Advantages of Lead Generation for your Business
Where Leads Come From – Current vs. Best Practices
Thirteen Proven Lead Generation Tools For Service Businesses From Your Strategic Thinking Business Coach
Almost 3 out of 4 B2B leads are NOT sales-ready. Better crank up Demand Generation
Lead Generation & Marketing Automation How-To Guide
Effective Lead Generation Tactics From Your Strategic Thinking Business Coach
Effective Lead Generation Techniques
3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales
Lead Generating
Marketing and Advertising Making Use of B2B: Getting the Winning Attitude
Sales Training Courses that Bring Lead Generations to Life
The Lead Generation Assessment
Joining Insightful Marketing Blogs
Do You Think Buying Contractor Leads is the Best Way to Get Clients?
Producing MLM Leads: Call a Buddy!
The Real Need of Sales Today - Fewer, better sales leads
MLM Lead Generation Draining the Bank? Get Your Leads For Free!
How to turn a good white paper into a great lead generation piece
Achieve Your Unachievable 2012 Sales Goals
Article Tags: Marketing Strategies, Sales Lead Generation, Sales Lead Management
Referred by: http://www.findnewcustomers.com
|
About the Author: Dan McDade RSS for Dan's articles - Visit Dan's website Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. Prior to starting PointClear, Dan served as president of UST, The Business Marketing Group, a high-tech B2B marketing services firm. The company, serving leading technology companies including Sun Microsystems, Texas Instruments, Oracle and SAP, grew over 500% during his tenure. From 1989 to 1991, Dan was an independent consultant providing direct marketing, telemarketing and new business development consulting services. Clients included Sears, Exxon, Rodale Press, R.J. Reynolds, and The Ritz-Carlton. Dan also served as vice president of marketing with Jackson & Perkins in Medford, Ore. Dan is chairman of the board of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia's middle and high schools. He is a member of TAG, and also serves on the boards of TechAmerica Southeast (formerly AEA); the Business & Technology Alliance, a TAG society; and TAG Marketing. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009 and 2010. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation. Click here to visit Dan's website   3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales Lead Generation Best Practices Segment Test Your Market All Sales Lead Generation Strategies Are Not Created Equal Judicial Branch Needed to Keep Sales Lead Management Honest Teleservices Business Process Outsourcing Want to Go North or South |
Related Forum Posts
Re: Google Places Review | How to Get a Review on Google Places?
- Hi Evan,
Yes, I am planning more. I have multiple videos coming out this year on:
Social media marketing
Email marketing
Lead Generation
Organic search marketing
Conversion rate optimization
Analytics
Content marketing
Paid search marketing
I am looking for SEO / Internet Marketing questions people have. I enjoy producing videos answer tuff SEO questions. Let me know if you are any of your members have any they want answered.
Jeff
Re: Traditonal Demographics Do NOT Work with Generation V
- That article is the first time I ever heard the term. I found this definition -
[i:189o61sy]The term Generation V (for Virtual) is used to describe the online culture in which relationships, services and communication are carried primarily and preferably through electronic media. Generation Virtual is made up of people from multiple demographic age groups who make their social connections primarily online - through virtual worlds in online games, in social networks, as bloggers, or through posting and reading user-generated content.[/i:189o61sy]
I like the targeting options the internet offers much better than the typical demographics. Age is particular is not nearly as effective in finding a target market unless you want to target kids. Too many of the typical demographics rely on stereotypes and just seems outdated for many types of promotion. That's one of the reasons this article title caught my eye.
Shri
Re: My Favorite Book For Entrepreneurs In 2010
- Lead The Field. By Earl Nightingale. I have read the book more than 7 times, since I bought it in 2008
Re: Books for the Entrepreneur
- Lead the field by Earl Nightingale is a winner everyday. Though it is original audio messages, but I read the book every month. Every Entrepreneur should have it.
Re: 3 Ways to Grow Your Business in 2011
- Hi David,
I've had a lot of success by building my own media list and then emailing out the reporters when I have a story. I've also used PR Leads (paid program) which got me into the New York Times and Forbes.
I haven't done much with online press releases - from what I hear they can help you with your SEO but they don't get much mainstream media attention.
Let me know if you have any specific questions and I'd be happy to help!
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Attitude is Altitude
How To Use Carbon Copy Pro As A Strategic Tool For Your Business
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
10 Steps to Excelling at Franchise Sales
Marketing & Sales tools – going back to basics
Starting a Business a Brave Move or a NoBrainer
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.