Business leads lying in the sales purgatory are like a stubborn obstacle in the way of you’re B2B Lead Generation effort; you need to take care of these leads to run a successful program. B2B lead generation involves a heavy investment in terms of time, resources and money; abandoning your effort midway would obviously be a difficult one, you must find a way to make the most out of maximum leads available. One must have a clear enough idea about whether to stick with the lead a little longer or whether to abandon it right away and move on to other promising leads. If you can accurately assess a few important factors, this could provide the answer to the above question. Following is a brief discussion on some of these factors.
When you approach a company in your effort to enhance B2B lead generation, there is always a possibility that they have been approached by other vendors offering the same products/ services. If that is not the case, either you have a ready deal or they are not motivated enough to buy now.
It’s essential to ask the prospect in the very beginning about their expectations regarding quality and background of a vendor. This will give you a clear idea about where you actually stand and the improvements you would need. You can then decide either to pull out of the race or try to upgrade your infrastructure and add to your capabilities before making your bid.
It’s necessary to know about their specific timelines without wasting any time. This will give you a clear idea of their intentions and motivation levels. You can also prepare your own strategies and timelines if you know when they will be taking a final decision. This will give you an opportunity to develop sustainable relationship with them.
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