Do You Want Better ROI from Lead Generation? Follow these 3 steps…

Do You Want Better ROI from Lead Generation? Follow these 3 steps…

When you’re generating leads, you’re essentially getting new business for the company, but leads are of no use without closed-ended sales that generate returns. If this doesn’t happen, you get poor ROI with any lead generation activities that you do. Fortunately, there are some ways that can be used to get better ROI from your lead generation efforts! Here we go…

1.   Keep Close to Your Marketing Department

Sales and marketing need to work hand in hand. Lead generation needs to be dealt with by both departments so collaboration is key for greater ROI. Meeting with your marketing team needs to happen frequently so you are regularly updated on what efforts they’re doing to get a hold of prospects.

Make sure you’re on the same page with the channels they employ like PPC (pay-per-click) advertising, social media and search engine marketing. Ask them if they purchased contact lists of their own or lead email database and if they would be willing to share. You’ll save duplicate efforts and be able to concentrate more on the job at hand to get better ROI.

2.   Understand the Source of Data and Improve your Database

Regardless of whether you’re dealing with B2B sales or an outsourcing firm for leads, you need to understand where it’s all coming from and improve on it. The data in your database needs to be up-to-date with only the most recent information such as addresses, contact numbers, and names. No matter how legit and clean your list is, there needs to be a proper review of it.

If the main source of data is through buying lists, you need to import all of that in your database software and go through the list. Make the calls and filter out the poorer data as your teams come across it. Verify the leads coming from marketing to make sure that legitimate leads go through to your top closers.

3.   Data Analysis

Once you have the right data, it’s time to analyze and use it as best as you can. The results from your sales efforts like company events and sales calls should be evaluated further to see where room for improvement exists. This will make your contact list more competitive and geared up for results and with a robust process for analysis in place, you’ll be able to have only the right people from your target audience to convert into customers, increasing successful conversions.

Take care of any common problems or decision-maker pain points that need to be addressed. Make a note of common objections as well and find out how one can overcome them on call. When you keep track of these things and analyze your data for errors, you set yourself up for better ROI automatically!