When it comes to defining quality lead generation, remember that this is not about how good your leads can be for you, but about how good you can be for them; leads will not become clients because they can give you a good business, but because you can help them overcome their challenges or make their business easier and more profitable. Therefore, assessing the quality of business leads is about knowing them well, more than it is about knowing your business. Show your prospects you are thinking of them and they’ll reward you.
You certainly know who you want to sell your products or services to, but do you know exactly what they need, what they are looking for, how they prefer to communicate, what their challenges are and, most crucially, how your products or services can help them overcome those challenges? These are your quality business leads; the people you want to connect with and to whom you want to direct your carefully crafted sales message; and this is the ground on which your battle will be lost or won.
Quality or quantity?- What is the real cost of Lead Generation?
Quality or quantity?- What is the real cost of Lead Generation? Broadley Speaking specialises in driving sustainable business development across the B2B sector. Often there seems to be some inequality among B2B companies when it comes to finding more sales opportunities. Many waste money on unqualified leads or fail to properly nurture the qualified ones. Many [...]
Not all lead generation processes are created equal
Not all lead generation processes are created equal At Broadley Speaking we understand that not all lead generation processes are created equal. Measuring the quality of B2B leads can be even more important than generating leads in a large quantity; in fact, it is one of the top priorities in driving sustainable business development, and also [...]
How do you generate leads from a website?
How do you generate leads from a website? If you have a website, you want it to bring good leads for your business. To do this, your website must be found by the very people who are actively looking for the things you offer and -most crucially- once people find it, it must engage them [...]
How to get past gatekeepers
How to get past gatekeepers In the world of B2B sales, getting past gatekeepers can be a challenging feat. These guardians of the decision-makers stand as the first line of defense against the tidal wave of sales calls inundating their desks. So, how do you differentiate your B2B sales call from the other thirty that [...]