Don’t waste your lead generation efforts. Make sure you’ve completed this to-do list.
- Develop Universal Lead Definition with the sales team
- Follow a rigorous lead qualification process
- Pass only qualified leads to the sales team
- Get input from sales on target companies
- Work the sales to co-develop campaigns
- Connect sales and marketing data in CRM
- Regular close the loop meetings with the sales team
- Start lead nurturing now!
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Even though you posted this a about 7 years ago it is still a valuable list that sums up B2B lead generation. Some of the methods for generating leads may be new, but the to-do list above is very accurate.
Excellent list. Is your lead qualification by phone? Phone only? Other methods of two-way communication with the prospect? E-mail?
This is an excellent To Do List.
A broken lead generation system is a big reason why sales reps underperform.
What online method do you recommend for generating highly qualified inquiries from serious prospects vs. masses of leads from freebie seekers?