Why lead generation is a key to achieving sales goals

Another sign that the United States economy is recovering has to do with projected retail sales growth. According to the National Retail Federation, sales for most retailers, excluding gas stations, restaurants and automobiles, are expected to grow by 4.1% in 2014. This increase is a slight improvement over the previous year’s 3.7% uptick.

TMC Net also reports that online retail sales are expected to grow anywhere from 9 to 12%. An overall improving economy, more consumer optimism and lower unemployment rates are factors that are expected to contribute to the positive shift. Yet, simply operating a retail store isn’t enough to ensure growth.

Retailers are going to have to work, some may have to work tirelessly, to see an increase in sales. Fine tuning their lead generation processes and procedures will likely be a part of this focused work. One way to grow sales using lead generation is to implement mass marketing strategies. This tactic could introduce a retail store to millions of consumers.

This is what happens when brands run commercials on major television networks as well as during remarkably popular radio and television airings like the Super Bowl. Yet, this lead generation tactic calls for money, lots of it. Small businesses and medium sized local and national firms don’t generally have millions of dollars to invest in these types of large scale marketing and advertising campaigns.

Another type of lead generation relies on professional agents with business to business (B2B) sales experience to conduct prospect qualification, appointment setting and meeting confirmation action steps. B2B agents also handle event invitations, perform tradeshow follow-up communications, assist with customer and market surveys and contact prospects and customers to clean up databases.

These action steps help small and medium sized businesses to eliminate cold calling and increase conversions and productivity. The focus of these action steps is to create and maintain a healthy sales pipeline. Pull this off and businesses could reduce the need to pay for expensive radio and television advertising spots.

It also reduces the numbers of times businesses have to get their products and services in front of millions of people. Having a need to connect with a smaller consumer base, allows businesses to focus their sales efforts. About this shift, Business2Community shares, “a smaller audience is naturally quieter than a large one. This isn’t just in the literal sense. Noise includes metrics that aren’t always useful for both digital marketing and lead generation. As you focus on monitoring a buyer’s journey, you don’t waste energy on increasing a number of impressions if it doesn’t convert all too well.”

Although connecting with a growing database of sales prospects is an important part of lead generation, it isn’t enough. Professionals at companies that provide these services must be vetted. Learn more from Teleark.com to find out about other key deliverables and traits lead generation firms should have. As a tip, it definitely helps if professionals at these businesses have worked on other campaigns for companies that operate in industries similar to those the small and medium sized businesses they want to serve in the future operate in.

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