Like a good character in a novel or a piece of modern architecture, lead generation has many sides. These dimensions range from the obvious (volume, industry/location targeting, etc.) to the not-so-obvious (source quality, business targeting, etc.). Complex or not, each plays a unique and definite role in the success of lead generation efforts.
Understanding the components of a lead generation should be the first step in acquiring and effectively utilizing leads. With a strong understanding of lead generation, you’re better equipped to select a qualified vendor and communicate your needs. Likewise, understanding the facets of lead gen is vital to beginning your own process.
This Friday’s infographic provides a crash course on the seven key dimensions of lead generation. It comes to us from Pareto, one of the UK’s largest sales recruitment and training agencies. The infographic provides tips and commentary for each of the seven components, which it defines as: quality of the source, volume of leads, decision makers, social & media, industry target, location targeting, and business targeting.
Key points from the infographic include:
- Plan your lead volume in such a way that your sales team is busy, but not overwhelmed. Leads have a short shelf-life.
- Find decision makers on social media. Look for common connections and potential referral paths.
- Going to the top of the organization isn’t a fail-safe method – it’s far from it.
- Target companies beyond superficial information. Look for thinks like expansion, investment, or new management.
- Only target areas that you are capable of serving.
- Pay attention to your industry and key purchase times.
Let us know what you think:
- Do you agree with Pareto’s seven components?
- Would add to or elaboration on any of the seven?
- Would you remove any of the seven?