Lead Generation Defined
Lead generation describes the marketing process of stimulating and capturing interest in a product or service for the purpose of developing sales pipeline. In today’s complex marketing climate, lead generation has become a popular strategy to help create demand and get your marketing messages heard across multiple channels. Lead generation helps your company increase brand awareness, build relationships, generate qualified leads, and ultimately close deals.
Lead generation strategies Intellistart specialises in are:
- Content marketing and blogging
- Website and SEO
- Social media
- Pay-Per-Click (PPC) advertising
- Content syndication
- Direct mail
- Email marketing
- Lead nurturing and lead scoring
- Testing and optimisation
- Lead generation metrics
Through the various lead generation tactics, a company can collect the contact information of potential targets in order to nurture them to eventually become customers. Lead generation is useful for all types of businesses, both small and large, and in both B2B and B2C companies—such as financial services, healthcare, and legal entities.
Why is Lead Generation Important?
Intellistart helps you generate quality leads for sales, making your job easier—and more of your leads
will beturned into revenue faster.
Just because someone downloaded a whitepaper doesn’t mean he or she wants to talk to a sales rep. You don’t want your sales teams wasting time cold calling from a list of unqualified leads. Simply put, cold calling doesn’t work in today’s world of information abundance. You want your sales team closing deals and spending time actively selling, instead of wasting time calling down a list of cold leads.
Lead generation can help your sales teams spend more time selling and less time with administrative tasks and prospecting, because you are giving them warm, well qualified leads. In fact, according to a recent benchmark study by Intellistart, companies with mature lead generation practices achieve better sales productivity and higher revenue growth.
Mature companies achieve 133% greater revenue versus their plan than average companies, and 174% more than the least mature companies. Additionally, sales reps at mature companies spend 73% of their time selling (rather than on administrative tasks, training, etc.). At companies without mature lead generation strategies, sales reps spend only 57% of their time selling.
If you can generate more leads for your sales team, not only are you helpingyour company grow, but you are also helping marketing’s credibility. You are no longer seen as a cost center, but as a viable part of the revenue team.
Intellistart is helping businesses across all sectors:
- Grow their database with new customers
- Increase opted in members to their database
- Gain a 360 degree view of their customers
- Improve their website conversion rates
- Build their brand awareness
- Gain the edge on their competitors.