Many businesses view their sales pipeline from a sales management and revenue forecasting perspective. They are so focused on meeting their sales targets that they fail to review and analyse their sales pipeline to understand the real performance of the sales and marketing function in their business.
All posts tagged Lead Generation
In the B2B market implementing an effective lead generation programme is crucial to maintaining a pipeline of sales opportunities. However, many businesses fail to plan ahead to ensure they have enough fresh leads to maintain a healthy level of sales and profit.
We are pleased to formally launch a valuable service to help B2B firms generate more business leads from the website. Nurture Web Leads is a hosted service that works in a similar way to Google Analytics, but instead of just providing statistics on web visitors it actually identifies who the company is that is visiting your website! This provides you with the opportunity to proactively target your web visitors with relevant content and messages.
Through our Lead Generation Workshops we have met almost 100 businesses keen to turn an aspiration to grow into a reality. Lead Generation is consistently regarded as the engine that can drive this growth. So why are some businesses really successful in Lead Generation and some not?
In truth, there are different contributory factors for different businesses but these can all be summed up in one word – execution. Those that have been successful have embraced the structure we shared and executed this well within their business. In one of our most successful examples a client more than doubled their customer base and increased sales by 30% within 12 months. That perfectly highlights
There are typically two situations which we regularly see when we talk to professional services firms about their lead generation activities. In the first scenario, it may be a firm that appears to be quite proactive in generating leads. They have a mix of regular marketing activities including email marketing, telemarketing etc that they implement, yet they are simply not generating the level of business leads they need. In the second scenario it may be a firm that has previously been quite successful and has now embarked on ad-hoc marketing activities to generate leads. But the overall feeling within the firm is that it’s a case of ‘spray and pray’.
In our experience, the firms that are highly targeted in Lead Generation and make it a habit, are the businesses that are currently experiencing the most success – domestically and internationally.