Skip to main content
Lead GenerationSales Lead ConversionSales Lead NurturingSales TrainingTelemarketing

Results Focused Business Lead Generation Tip

By 12/03/2012December 13th, 2016No Comments

 

 clip_image002   One of the most common challenges I hear about is ‘we don’t have enough leads’. They’ve either neglected the new business sales lead generation pipeline planning/activities (time and money) or simply find themselves desperately looking for more ideas to effectively find and nurture leads from one end of the sales pipeline to the other.

Sales teams rarely have enough qualified sales leads to meet/exceed targets. Here’s an idea you might want to entertain which is free and easy.

 

When was the last time you checked your email inbox or CRM for lapsed contacts, those with whom you exchanged contact (conversation/emails) during the last 6-12 months, or maybe longer ago and havent since?

Have a read of this…

I keep a good database/tracker/lead nurturing file for prospect and customer communications so I never forget to call people. Results and timing are everything and appearing in control and as being well resourced are also key. I also have a significant inbox and CRM system with messages/notes dating back to 30+ months ago, relating to past 2-way communications with prospects and customers relating to fixed short-term projects.

Last week I went through a proportion of them, as part of a housekeeping exercise. Here’s what happened:

1) Upon following a number of the contacts up I discovered some had moved (tracked them on LinkedIn/Lead411/Jigsaw et al and updated details of what they’re now doing and where they now are). Some of the contacts had become company owners, some had climbed the ranks and some had changed careers altogether. I reached out to them all and hey presto, 2 new qualified sales leads in the space of 3 hours. As the contacts already knew me from past exchanges, progress through the lead generation stages (from 1 to 3) was instantly accelerated.

2) It turned out a few of those re-contacted had already been earmarked for entry into the longer term lead nurturing file but were overlooked and I know why. You know those days when a member of the team leaves for career progression, you get incoming calls throughout the day, you have proposals to write, meetings to prepare for, sales projects/campaigns to work on etc… It was one of those and all those reading this post will at some point had their fair share of such days. Needless to say, these contacts have now been re-approached, re-qualified and are in the lead nurturing file. These oversights don’t happen with customer campaigns because they take top level priority but for my/our in-house lead generation, it can happen.  

So, here’s what I suggest. Allocate some time each week/month to review old emails/CRM record updates (inactive for a set-period e.g. 6-24 months or more). With the instant aid of your CRM, LinkedIn, Jigsaw and other sources I believe you will consistently find more than your fair share of lapsed contacts/prospects (often pre-qualified both ways too) that will have refresh value. They already know you, you know them, you will have previously exchanged words over the phone and/or emails, maybe even met, attended a WebEx etc. You’ll be leveraging your investment in CRM, email, LinkedIn and general prospect record keeping to re-inject fresh leads into your sales pipeline.

 

Final word: Looking for some fresh, warm sales leads for your sales pipeline? Then add ‘review your email inbox/sent items and CRM records and re-activate lapsed contacts’ to your monthly B2B sales lead generation activities planner. Dont forget to keep on top of pro-active sales lead generation activity to keep the sales pipeline buzzing with activity.

 

 

To read more of our blogs and/or to find out more about how our productive and helpful Sales Accelerant team could help you to increase the flow of fresh B2B sales leads into your sales pipeline, please CALL US now on (0845) 3058145 or (01273) 358170 or you can simply email us at info@salesaccelerant.co.uk

Want more sales? Get in touch to ask about our 3 Stage Sales Process and our sales lead guarantee.

Identify – Nuture – Convert!  –  From MQLs to SQLs!