We are true believers in establishing success by starting with a solid foundation. These fundamentals are critically important for creating successful lead generation programs.
Your Strategy is Shaped by Multiple Factors
First, you must understand the pains and problems of your potential customers. Next, the second most important lead generation fundamental, you need to do some market research to further define your realistic target market. Then, you have to determine your target audience’s hang outs – which groups are they members of, which events do they attend, which social media platforms are they most active in, and so forth.
Then, you can decide which methodology best fits your situation. Are there key accounts to focus on? Should some segments of your contact list be called or should they be emailed? Will an ABM-style email outreach campaign work? How many attempts should your SDRs make when calling? Etc.
Finally, you can pick something and do it. Then make adjustment. And hit goals and be awesome and such.
Growth Orbit Insights
The Glengarry Glen Ross Paradox: Why Intent Data is Yesterday’s ‘Hot Leads’
Intent data is often hyped as the oracle for marketers. This allure of intent data is akin to the premium leads from an iconic Glengarry Glen Ross film.
The Outsourced Advantage: How PE Firms Use External Lead Generation to Boost Portfolio Success
In the high-stakes world of Private Equity (PE), it’s all about finding innovative ways to fuel the growth and profitability of portfolio companies. Increasingly, PE firms realize the value of outsourcing lead generation, an integral function that can make or break a company’s long-term success.
6 Mistakes Organizations Make with their Internal Sales Development Program
After years of experience working with organizations on their outbound sales development programs, I have observed several common mistakes that leaders make when managing their sales development programs. These mistakes can lead to missed targets, high turnover and ultimately, impact the organization’s revenue growth.