How to be a Lead Genius

A real lead genius knows that selling is a game of metrics and
ratios. Basically, more leads when added to sales training = more
sales. Lead generation is one of the most important activities that any
business can undertake. Because without leads there are no sales.
Therefore, a lead genius is, by extension, also a sales genius!


But if you were to ask a room of B2B business owners what the
greatest challenge their business faced was, you can be sure that most
would say generating new leads. Finding quality prospects can feel like
an Easter egg hunt, leaving sales people to focus too much of their time
simply identifying leads as oppose to actually selling.


So if you’re looking for more success and less fruitless searching,
think about outsourcing your lead generation. Not only can this save
your sales team a lot of time and energy, it is also likely to
significantly boost your sales rate.





A Common Barrier to Making More Sales


According to Gartner, 67% of a sales person’s time is generally spent
completing non-selling tasks. This includes identifying leads,
researching their information, entering their data onto spreadsheets,
and other busy activities. Spending this much time on internal
activities obviously means there is less time available to actually sell
to customers. Instead of adding to the productivity of your business,
these activities amount to wasted effort and resources, and lost
opportunities instead of won deals.


When it comes to better lead nurturing and closing deals, you’ve got
to separate your lead generation from your sales team. One of the
biggest productivity killers is piling a load of different
responsibilities into one general “sales” role.


Leads are typically generated through the marketing process of
stimulating and attracting interest in a service or product for the
purpose of creating a sales pipeline. On the other hand, a sales person
is mainly focused on the exchange of goods and services for money, in
other words – selling something. To state the obvious, these two
definitions indicate that lead generation is not about selling. And
selling is not about generating leads.


So let’s face reality here. Sales people are meant to be great at selling.
When it comes to lead generation, many may lack the skills or
experience to produce those all-important prospect lists in a limited
amount of time. You’d be lucky to find someone who is amazing at every
task you throw at them. Specializing the tasks in your company is proven
to be most productive, effective and can generate the most revenue. Big
brands like Facebook, Cineworld and AirBnB operate at high levels of
specialization. This has enabled them to add thousands of new customers
to their business every day.


B2B lead generation is definitely not an easy task. It requires time
and effort – a lot of time and effort. The problem is that most
companies just don’t have the time, resources and experience to hire a
whole batch of new lead generation staff, put them through a training
program and create an effective strategy of developing and nurturing new
business leads.


But there is a solution to this problem.

Automated Lead Generation Services

These services do the rough work for your sales team by providing
them with a continuously flowing list of prospects that match your
target lead profile. Data collection experts and lead generation
technology deliver quality leads consistently to keep your sales
pipeline full. This way, prospects are only an email or phone call away.


Investing in lead generation services means that your sellers will
come in to the office each day to find a long list of quality leads
sitting on their desk. And guess what, that means they can get straight
down to selling your product.


Connectors Marketplace, for example, supplies sales teams with
verified leads, along with their phone number, email, social media
accounts, picture and general news about their current employers. Unique
data research is conducted for each company. This technology, combined
with their own data scientists can generate highly targeted and detailed
customer information in such a way that cannot be generated using lead
generation tools alone.


The goal of these lead generation services is to save your sales
people time so that they can focus more of their energy on engaging with
and nurturing relevant prospects.





How You Benefit


Full Sales Funnel:


A recent survey revealed that almost 50% of companies said they
wanted the number of sale leads to increase. Automated lead generation
services ensure that your sales funnel will always be full. This lets
your sales people concentrate on focused selling. As a result, the
process allows faster conversion, lesser hassles and better revenue with
a more specialized team.


Lead Enrichment:


The quality of leads and data is also one of the greatest obstacles
sales team’s face today. The same survey revealed that over 35% of
companies claimed that they lacked access to quality prospects.


When you outsource your lead generation, you turn over the
responsibility to a specialist. It’s their core business, it’s what they
do. Through access to better quality data and qualification methods,
lead specialists can uncover leads that maybe your own sales team would
never discover – often at a lower cost than internal sales techniques.
So your sales team will only be targeting the most influential sales
leads so they can start nurturing these powerful prospects.


CMO of Centerbeam, Karen Hayward, said in an interview that
outsourcing lead generation helped her company narrow down a target
market of eighty-thousand to the highest quality twenty-thousand leads.
As soon as her target market was reduced by 75%, the deals closed were
significantly larger than average.


Up-To-Date Data:


Almost 50% of your business’s customer contact information can go out
of date every year without constant updating (Source: Bureau of Labor
& Statistics). So if your team have outdated information collecting
dust in your database, or an excessive amount of inbound leads, lead
generation services make sure your data is fresh and up-to-date.


Cost Efficient:


One reason why lead generation is often outsourced is due to the cost
of maintaining and running an in-house department. Deciding to create
an in-house lead generation team typically means having to hire new
staff, invest in new equipment as well as dedicate a lot of time to
training new employees to the marketing of a company’s products and
services.


So if you want to minimize your company’s costs, consider outsourcing
lead generation to third party companies that already have the needed
equipment as well as highly-capable and trained staff to handle the task
of lead generation. In fact, outsourced B2B lead generation is proven
to be 43% more effective than in-house lead generation (source:
Marketing Sherpa).


So if you want to be a sales genius, you must first become a lead genius. Investing in an automated lead generation service will help your sales team be as effective as possible, and therefore generate more revenue for your business.





How to be a Lead Genius