plugging tools and software which claim to automate the Lead Gen
process. Firstly, we should begin by explaining some misconceptions
surrounding Lead Generation software, as the term has been hijacked
somewhat. Marketing Automation and CRM Platforms are NOT Lead Generation Tools. These are in fact activities used to manage or nurture the leads – once they have been identified.
Lead Generation tools and software actually identify and pinpoint where
sales teams should focus their new customer acquisition efforts.
In a recent survey focused on “Lead Generation Challenges”, 35% of
sales managers stated that they lacked access to quality leads while 49%
stated they wanted the volume of leads to increase. Lead Gen software
should solve salespeople’s challenges in sourcing fresh leads, these
results should be tangible and results driven.
So how does this software work? Lead Generation or Social Prospecting,
as it is increasingly being known as involves defining who the target
audience is; their job title, industry, location, keywords. Today, most
lead generation is done through social media platforms.
These prospecting criteria are then inputted into the Lead Generation
Software, which crunches data from the social networks to provide sales
professionals with a list of leads they could pursue. Salespeople can
then Social Sell by creating relevant and helpful content in order to
engage with and nurture their lead (become a trusted advisor/problem
solver).
Below are some benefits of using Lead Generation Software:
Time Saver:
Gone are the days where salespeople would Google prospect companies,
search and search to find the decision makers name only for them to
reject the call as they are unfamiliar with your brand or service. Lead
Generation software saves time, in that salespeople are not searching
the web for hours, sometimes procrastinating to delay the inevitable
cold-call. Salespeople know exactly who requires their service; they
will not waste time being interruptive or invasive toward a prospect who
is not interested. This time can be better spent engaging with a
qualified lead, and solving their problems, rather than exhibiting
products that are not required.
Eliminating the pressures of Lead Generation will give salespeople the
time to concentrate on their primary role – which is selling. This would
in-turn increase morale, as it can be deflating to spend hours sourcing
leads only to fall at the first hurdle.
Reduced Cost Per Lead:
Lead Generation software can reduce the cost per lead plus it makes
sense that, if your sales reps are not selling; they are costing you
money. Many companies will calculate how much it costs to generate a
lead or prospect plus the cost of the sales professional on top of this.
There are also costs incurred when training sales teams to generate
leads, not to mention the costs of monitoring their efforts internally.
It is more cost effective to automate or outsource Lead Gen efforts, as a
business can have peace of mind that the volume and quality of leads is
ongoing. Automated lead generation is a 24/7 solution, allowing sales
people to focus on selling – not sourcing.
Continuous Lead Flow:
By using a Lead Generation tool, you will receive a continuous steady
flow of prospects every day resulting in a more efficient sales process.
Realistically, sales teams will suspend their prospecting efforts once
they have secured a qualified lead. When this deal is finally complete,
salespeople have to begin the lead generation process all over again,
starting from scratch.
The impact on revenue can result in peaks and dips, in turn making it
harder to forecast and budget. This see-saw effect can see a company
experience a spike in revenue once sales are made, but when the sales
professionals are busy prospecting; revenue can drop as they are not
selling. Using Lead Generation software will eliminate these
inconsistencies and provide a business with a regular flow of sales
leads.
Continue reading the full article here
Lead Generation Software Tools | Instant Lead Generation For Social Selling
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