What does Lead Generation mean to you? It may seem like a simple question but if we were to ask people at 10 different companies we would get 10 different answers. At what point does a suspect become a prospect, how does a prospect become a lead and when does that lead get given to the sales team to follow up? More questions that need answering!
Everyone does things differently it's what makes us human however there are some core component's that every Lead Generation campaign needs in order to succeed:
Data underlies everything and allows you to specifically target your prospects. Get the messaging wrong and you will lose your audience. But the bit that most companies seem to misjudge is the follow up, on average it takes 5 -12 touches before a lead is ready to buy so it is no good just following up the once
Next we need to understand how Data, Messaging and Follow Up relate to the Quality, Quantity and end Results of the leads generated. We're looking at exactly these challenges in GCL's latest article "Why Does B2B Still Struggle with Lead Generation" click on the link to read the complete article.
