The Importance of Lead Generation

Many businesses are struggling right now—especially when it comes to sales. Many of these struggles are due to the poor economy. However, some salespeople are running out of gas because they believe they’ve hit the upper limit of people and companies to sell their products or services. In reality, these salespeople might not be looking hard enough or in the right places for new business. A common misconception about sales is that it is all just cold calling as many people or businesses as possible until you get a bite. In reality, finding the right target groups to sell to is just as important to sales as actually selling to them. The process of finding this new business is called lead generation.

One of the biggest keys to a successful business is the generation of new sales leads. A lead is a person or company that has shown some interest in the services or products that your company provides. It can also be a company or person who fits a target group for what you are providing. Without leads, a sales team cannot be successful. Therefore, generating good leads is just as important as refining your pitch or closing well.

By now you might be asking: “How do I generate the right leads?” Years ago, leads were developed by meeting people, cold calling, and purchased lists. As seasoned salespeople know, purely cold calling and meeting people was a flawed process. You could generate leads, but the volume of effective leads would not be substantial. Thanks to advances in technology, this is no longer case. In the last 10-15 years advances in technology have made it extremely easy to target and acquire ideal leads.

Social media and search engines have greatly simplified the process of generating leads. It literally takes a matter of seconds to find a multitude of companies and people who fit the criteria for a potential sale. It may take some extra research to find your new lead’s contact information, and then some more time to contact them, but it will still be a thousand times faster than cold calling. It’s now possible to generate an extremely high volume of leads in a short period of time. The more leads you get, the more pitches your sales team is ultimately going to close. For many companies, it will make sense to dedicate full time employees exclusively to working on lead generation.

Inbound marketing experts over at Hubspot have developed a treasure trove of resources on lead generation. Take a look and see if you don’t find some of them useful! Once you’ve started collecting some really high quality leads, you might want to learn more about running an effective prospect meeting or overcoming objections.

How to Generate Sales Leads Using LinkedIn

photo credit: Richard_of_England

By | 2017-06-23T13:22:51+00:00 June 21st, 2012|Sales Success|15 Comments

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  1. Eddy August 19, 2016 at 8:57 am - Reply

    Great post!

  2. Ken August 19, 2016 at 9:00 am - Reply

    I see many interesting posts here. Great work!

  3. Dana August 19, 2016 at 9:35 am - Reply

    Have you ever thought about writing an e-book or guest authoring on other sites? I have a blog centered on the same ideas you discuss and would love to have you share some stories/information. I know my readers would appreciate your work. If you are even remotely interested, feel free to send me an e-mail.

  4. boberdoo August 31, 2016 at 11:08 pm - Reply

    Thank you a lot for taking the time for you to share such a good information. I in fact choose to reading your post.

  5. Andyjacob December 15, 2016 at 3:10 am - Reply

    Thank you for sharing this informative post about Lead Generation. Great post.

  6. […] have an interest in knowing more about the enterprise and are potential customers of the business. Lead generation is the process by which website software identify and convert visitors to a website into a lead. A […]

  7. James Vince June 6, 2017 at 1:54 am - Reply

    These are some absolutely awesome tips for making yourself / website into an authority on a topic as well as increasing lead generation.

    • Rebecca Smith July 5, 2017 at 9:42 am - Reply

      Thank you for your feedback, James! We appreciate you!

  8. Johanna August 5, 2017 at 2:54 am - Reply

    Some genuinely interesting points you have written.Assisted me a lot, just what I was searching for :D.

    • Elizabeth Frederick November 7, 2017 at 5:36 pm - Reply

      Thanks, Johanna!

  9. Jonathan Thomas November 6, 2017 at 3:11 am - Reply

    Hi Erik, I really liked the article and it was definitely very informative. Many people are confused on how lead generation works and their importance towards our business, This blog would definitely help help a lot.

    • Elizabeth Frederick November 7, 2017 at 5:36 pm - Reply

      Thanks, Jonathan! Lead generation is a critical component in any sales process.

  10. Jacob February 21, 2018 at 6:44 am - Reply

    Thank you so much for providing this insightful and helpful information about the importance of Lead generation. I am looking forward to seeing more of your posts.

    • Elizabeth Frederick February 21, 2018 at 10:10 am - Reply

      Thanks, Jacob!

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