The term Lead Generation, also referred to as Demand Generation, is used by many, but truly mastered by few. Lead Generation Strategies cannot be effective in isolation; therefore, they need to be integrated with sales processes if they are to help drive revenue.
At the basis of all lead generation strategies lie marketing automation tools, CRM integration – or to be agnostic: a good send and database mechanism. Without these, you’d be generating contact entries in your database or – worse – an excel sheet. For these to turn into leads and ultimately into revenue it requires thoughtful and timely processing analysis and assignment of all leads to Sales. The process timeline for this is not days and weeks, but seconds and minutes.
What has changed?
Automation is driving the globalisation of competition into all areas, even some of the traditionally local niches. In order to stay competitive, speed is of the essence. Prospects have access to almost all the information they need to self-educate before they engage in a sales conversation. As a result, sales cycles are shorter. However, because 65% of people self-educate before contacting sales, there is an opportunity for marketing to own, or at least influence, the prospect early on. Lead Generation Strategies must centre around this tenet.
How INBND Can Help
INBND brings years of experience in creating lead generation strategies to the table. We assess the expertise you have in-house in order to complement and enhance it. We take you through a logical process of assessing required targets in order to work backwards and define the necessary steps to get us to our goal. It is the methodical approach that allows INBND to create sustainable and predictable results using proven lead generation strategies.
For more information on how to evolve your own methodology and define successful lead generation strategies that contribute to revenue growth, get in touch with us today.