Generating quality sales leads is one thing, managing existing leads quite another. The article discusses the importance of striking a balance between the two functions with the help of B2B Lead Generation Services.
Striking a balance between generating fresh quality leads and managing the existing ones in the sales pipeline is one of the most peculiar problems for The Global Associates http://theglobalassociates.com B2B lead generation Services.
An organization that doesn’t have an efficient system in place for managing the existing business leads will always find it difficult to discern the qualified leads from the unqualified ones and the whole exercise of generating a steady flow of new leads would not be as fruitful as it should have been.
The twin disadvantage:
If you fail to distinguish qualified leads from the unqualified ones, you could face a twin disadvantage.
First of all, this inability would mean that you would be missing some really promising opportunities to turn good leads into closed deals on a regular basis, and secondly, you will have to go back to your lead generation effort to generate fresh sales leads to make up for the lost opportunities.
Creating new leads is of course a costly affair as it needs time and man hours; causing B2B lead generation company huge losses in terms of reputation and profitability.
Managing existing leads efficiently is vital
B2B lead generation services can keep spinning their wheels constantly without ever producing anything worthwhile if they don’t develop a system to manage the existing sales leads efficiently and take the sales process forward smoothly.
Unearthing fresh leads is very time consuming and unless you really need to fill your sales pipeline, you would do better to spend that time productively in qualifying the existing ones and taking them to their logical conclusion.
How to do it?
One of the more effective ways of managing your leads efficiently is to separate the short term sales leads from the long term leads.
It’s essential to identify the prospects that are highly motivated and decisive, and present your case strongly to woo them.
Equally important is to have an effective follow-up program for the long term leads; the reps who are more patient and can keep in touch with the less decisive or motivated customers for months without complaining are more suitable for the purpose.
Generating new business leads is no doubt vital for B2B lead generation services, however, the real success lies in managing the existing leads more efficiently and taking them to their logical conclusion. By striking a balance between the two functions, you can have the best of both the worlds.