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Marketing Return on Investment for Lead Generation
How do you show the impact of lead generation programs on the bottom line for your sales organization? The simple answer is "Measurement".
Measuring the financial impact of lead generation marketing is challenging based on the dependency on Sales for appropriate follow-up, the questions of which methodology was responsible for generating the lead, and then debating with Sales over who deserves the final credit.
Contacts us for following:
1) Aligning strategy and measurements around the customer funnel.
2) Using ROI to manage key profit drivers for lead generation activities.
3) Applying customer and sales analytics to balance lead value and volume through the use of CRM best practices.
4) Prioritizing strategies and tactics for more profitable marketing programs thorugh effective campaign management etc
Need of the hour in Recession Times
Since buying behavior of customers is changing due to recession and therefore we need to move strategically smarter to consumers than just harder selling. We need to spend more time in assisting them and go for consultative selling approach. Following are the tips for sales professional:
1) Apply Consultative selling approach
2) Do a lot pre-sales preparation
3) Need to understand consumer needs than pushing our services or products.
4) Have to apply pull marketing strategy
5) Have to be more specific in identifying our target audience based on the strengths
6) Have to improve on weaknesses and time to get better on what we do
7) Change the routes to get success into market based on the strengths
8) Be fast and consistent.
9) Speed up decision making processes and response times.
Lead Generation
Lead generation is a process of identifying different ways of gathering details for prospective customer. This is an important part of selling process as a good database or lead set will help in targeting right customers.
Lead Source:
A lead can be generated from various sources such as:
1) Through a paid database source such as (Hoovers, OneSource etc.)
2) Telemarketing-although a time consuming process but has emerged as an important tool.
3) E-mail Marketing: Most effective means of getting leads and a quicker turnaround ratio.
4) Intermediaries
5) Internal Reference.
In current scenario where every organization want to get more & more business, it is very important to look beyond the traditional mode of selling and use technology such as e-mail marketing & internet marketing.
View more on our SalesInsight blog: http://salesinsightindia.blogspot.com
