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Tip #88: Strategic Lead Generation

FocusTargetLast week I talked about the importance of taking the lead generation off of the plate of your salespeople. Today I’m going to talk about the exception to that rule.

Salespeople (in the role I refer to as Engagers) should allocate approximately 20% of their time to strategic lead generation. Strategic lead generation meets the following criteria:

  1. It is focused on top-tier targets. At a minimum these targets should fit the profile of a company’s top 20% of clients, and preferably in the top 10% or higher.
  2. It is highly focused. Depending on what you sell a rep should not be focused on more than 20 – 40 accounts.
  3. It is a high touch effort. The goal for the rep is to learn everything they can about the account, make contacts and inroads into several layers of the prospect.
  4. It is supported by your marketing efforts. Content is crucial here, and the rep should be leveraging all of the content activities that your marketing group is creating.

 Have additional questions? Contact us at doug@imaginellc.com or call 410.544.7878

 Calculator

 THE LEAD GENERATION CALCULATOR

  • Do you know how many prospects you need to acheive your growth goals?
  • How many propsals?
  • What about how many leads?
Having a clear, measurable target is critical for any sales or marketing effort, but it's hard to know how many leads, prospects or proposals you need to make.
 
With this easy-to-use Excel template  you'll know the answer in minutes!

 

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