Lead Generation Programs - Televerde

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Lead Generation Programs

• How to Improve Sales and Marketing Team
  Performance

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Lead Generation Programs

• When developing lead generation programs,
  companies want to put into practice the
  activities that will deliver the best results.
  With each program different, no one-size-fits-all
  solution exists. Therefore, its important to
  fully understand a programs goals and customize
  a solution accordingly.
• Even with major differences, however, youll
  find common threads among lead generation
  programs. Certain routine yet best practices can
  be implemented to boost success. The following
  suggestions can help companies develop a stronger
  lead creation program.

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Lead Generation Programs

• No one thing will fix an issue or improve
  performance. You must look at your program as a
  whole to fully understand how each aspect works.
  Then, changes can be implemented across the
  program by fine-tuning each element as needed.
• You can try different approaches based on
  respective results. A suggested course of action
  may be to analyze stages of the process. For
  example, you can compare factors involved in the
  campaign stage to the lead distribution stage.
  You can also analyze whats happening in the
  early stages of lead nurturing versus the later
  stages.
• By evaluating stages of the process, you can
  adjust where appropriate. The advantage of this
  approach is being able to measure performance
  more adequately and evaluate improvements.
• .

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Lead Generation Programs

• Its a well-known fact that a gap exists between
  the sales and marketing departments. Therefore,
  an objective participant to manage lead
  generation programs makes sense. An outsourcing
  company with expertise in both sales and
  marketing can help close the gap and improve many
  of the related processes.
• To develop a successful lead generation program
  through outsourcing, companies must be willing to
  provide open access to the sales and marketing
  infrastructure. This access also includes
  allowing key stakeholders to participate in
  appropriate areas of the process, like issue
  resolution

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Lead Generation Programs

• Creating an environment in which knowledge is
  easily exchanged helps create better lead
  generation programs. The marketing staff that
  generated, qualified or nurtured the lead, the
  sales rep managing the lead and the sales
  executive responsible for achieving the forecast
  should share information about lead status and
  insight throughout the entire process.
• Working as a team, participants in the lead
  generation program can identify all relationships
  involved in each sales opportunity. In other
  words, what other areas of the business might be
  an access point for the lead? Maintaining these
  relationships through an organized cohesive
  effort can produce improved performance.
• Members of the team can provide different
  perspectives in terms of whether the lead is
  fully qualified. Competitive information can
  also be shared to address specific issues and
  help resolve objections.

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Lead Generation Programs

• By assigning a greater level of accountability,
  stakeholders can avoid letting a sales
  opportunity become stagnant. If you schedule
  regular follow-up on lead activities, you can
  avoid missing information or steps in the
  process. To ensure the best performing lead
  generation programs, accountability can help get
  things back on track and improve results.

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Lead Generation Programs

• All sales opportunities are not created equal.
  So they shouldnt all be treated in the same
  manner. Different products and services may
  require unique lead generation programs. And the
  prospects generated may differ from product to
  product.
•  
• As a general rule of thumb, the more complex the
  sale, the more collaboration and nurturing are
  required. Often, a companys sales team helps
  customers set budgets and justify the purchase.

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Lead Generation Programs

• Finally, ongoing training helps lead generation
  programs succeed. The various stages of lead
  generation must be handled by skilled team
  members. A solid understanding of marketing
  campaigns coupled with intimate knowledge of a
  companys brand, products and value propositions
  is crucial to a successful program outcome.
• The suggestions can have a huge impact on lead
  generation programs. A well- defined process not
  only delivers results, but it elevates the
  confidence level of team members. A more
  confident team can create more productive
  relationships with prospects that convert to
  qualified leads.

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About the Author

• Larry Fleischman is Director of Marketing for
  Televerde, a leading B2B provider of sales
  pipeline development solutions. For more
  information about Lead Generation Programs,
  visit
• http//www.televerde.com/solutions/exactus-lead-g
  eneration-programs