According to a study conducted by Salesforce, 21 percent of a B2B Sales Rep’s time is consumed with doing lead research.
In a 40-hour week, that’s 8.4 hours per week spent researching and qualifying leads.; Ouch.
That’s more than one full work day each week and nearly one workweek per month. All this adds up to approximately 2.5 months per year.; So, how do you cut down the time you spend researching leads?
One way is by automating as much of the lead qualification process as possible.
Lead generation tools (such as Notifia) provide sales lead automation by incorporating only the most useful and insightful information for salespeople.
What should you expect from a lead generation software? As you do a review of the available applications and software, consider these important features:
Lead Generation Software Finds Leads and Keeps Accurate Contact Info
Referrals, word-of-mouth recommendations, tradeshows, and networking are all excellent sources of lead generation. Purchased lists can also be valuable lead generation strategies.
If you’re marketing to a specific niche on a national or international level, purchased marketing lists prove to be an invaluable lead generation tool.
Unfortunately, a common problem in marketing and sales is outdated data. Data from marketing lists, social media, trade shows, and search engine marketing may become inaccurate as time goes on.
Therefore, managing data is important. Research has shown in the course of 30 minutes:
• 120 businesses will change addresses
• 75 phone numbers change
• 30 new businesses are formed
• 20 CEOs leave their job
• 1 company gets acquired or merged
These realities increase the importance of lead generation software that can be integrated easily with your CRM program.
One of the best lead generation strategies is to obtain marketing lists from a paid database that is regularly updated and integrated with your CRM.
These marketing lists can facilitate finding new accounts and prospects and integrate the customer information within sales intelligence software, helping you to spend less time researching and more time connecting with decision makers.
Lead Generation Software Identifies New Prospects
While referrals, recommendations, networking, and purchased lists are good lead generation strategies, the optimal lead generation strategy is to organically grow your marketing list through the web.
The beauty of lead generation software is that it can help you capture information at a point of contact with your organization such as a landing page visit, white paper download, or email open.
Based on the action, leads are scored and the next action defined.
Having information about when and how you customers are interacting with your brand online allows you to create a 1:1 customer journey and help your salespeople personally focus on well-qualified leads while other leads can be automatically nurtured.
Lead Source Tracking Pinpoints Successful Marketing Strategies
Good lead generation software should facilitate easy tracking of sources of leads.
It’s essential to identify which marketing campaigns are working and which strategies need to be changed.
Therefore, lead source tracking is an essential feature in lead generation software.
Keeping your leads up-to-date in your CRM software necessitates that your lead generation software integrates well with your CRM.
When information about lead source is readily available, your sales and marketing teams can better tailor the message to meet the customer’s needs.
Scheduled Reminders Keep You on Top of Your Campaigns
The best lead generation programs allow you to create a flowchart of customer interactions and “next steps.”
While personal contact is critical in most sales processes, so many tasks can and should be automated to increase efficiency. Your lead generation program should integrate with CRM to notify you of tasks like follow-up calls and new leads that have entered the system.
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