Your Lead Gen Plan

Watch this week's Short Attention Span Sales Tip here.

Good morning!

Quick “Scale of 1-10” question:

How satisfied are you with your present lead-generation quantity and quality?

Okay, so maybe that is two questions, but the point is you need to have a way to feed the top of the funnel with high quality leads and to maintain this process indefinitely.

If you are a new sales rep just starting out, your life is all about prospecting. Hopefully, someone is assisting you with identifying the best prospects for you. If you are a legacy sales rep with a solid book of business, you are probably getting all of your leads from your existing accounts. That system works perfectly until one of your big customers leaves, by the way. For the rest of us who are not new and are not in cruise control, we must consider two activities for lead-gen: Outbound and Inbound.

Outbound lead generation efforts are things like obtaining a list, a Google search looking for specific companies within a vertical market, and engaging services like Zoom Info and RevScale.

Inbound leads come from actions like marketing. It's the posts that you put on LinkedIn. It's a direct mail campaign. It's a white paper or a case study. It's anything that gets the phone ringing.

My point is, you need to have a plan for all of this. You need to understand who your target market is, why people buy from you, and how they find you now. You need to look at how to engage AI to save you time.

Getting caught in the day-to-day of order entry and customer service, it's very easy to forget about the actions and activities it takes to grow. New business doesn't just happen. It takes a conscious effort. It takes an understanding of your ideal client. It takes a plan. And it takes the ongoing and consistent engaging of that plan.

I'll ask you again, How satisfied are you with your present lead generation quantity and quality? And I'll ask you a second question: What are you going to do about that?

Need help with a lead-gen plan? The Sales Vault doubles down on lead-gen content for the month of February, including a live Zoom workshop for Sales Vault members on Feb. 19th, and a webinar on Feb 25 (free to members and $99 for non-members) featuring AI tips and tricks for lead generation.