The generation of B2B leads in an IT company requires the help of specialized professionals. This is where an Inside Sales IT can provide added value. Here we provide you with more information.
How an Inside Sales IT contributes to the generation of B2B leads
The Inside Sales IT is a professional who monitors the entire sales funnel process, from capturing leads to tracking them. In general, your work is in B2B or when the B2C provides a high billing in each operation.
Outsourcing can also be applied to Inside Sales IT , and this is very interesting for SMEs that have this need. Today the capture of leads is easier if you have specialized advice.
What is the way to facilitate the generation of B2B leads that this professional has?
We can highlight the following cases:
1. Evaluation of the starting situation
The first thing that is done is to evaluate the starting situation. And this implies having a well-defined target and, above all, analyzing through SWOT where the possibilities of generating leads exist. Without a prior evaluation, you will hardly be able to implement a successful strategy.
Be careful, do not confuse this with a Business Plan. The evaluation would serve, rather, to make a part of the customer acquisition a reality, but the commercial and pricing strategy are established by the company.
2. Definition of the B2B lead generation strategy
The B2B lead generation strategy is implemented through the media and social networks. Once you decide who to target, the recruitment strategy will begin. This is the time to use resources such as ads, quality positioning (SEO and SEM) or storytelling (Inbound Marketing) to capture leads.
This strategy must be agreed upon with the managers of the company. Not surprisingly, an investment and time threshold for the campaigns will be established. Therefore, this is a fundamental phase of the entire process.
3. Obtaining qualified leads
Obtaining qualified leads is the next step, which is achieved with proactive marketing actions to generate quality leads. Here telemarketing is an interesting option to carry out a personalized follow-up of each lead, inform the potential client and advance in the sales funnel.
The qualified lead requires a more personalized contact. And, for this, generating empathy with the potential client is essential. It should also be noted that, depending on the case, it will take more or less time to complete.
4. Converting leads into sales
The realization of sales leads is the key step, and in this case the Inside Sales IT can do this step or delegate it to the corresponding department. In any case, you have to know that the final objective is this and that, if there is a job of qualifying quality leads, the logical thing is that conversions will increase.
In the final phase of the sales funnel, a conversion closure or exit must be established. While it is true that B2B requires a certain time, there comes a time when you have to set a limit. Therefore, the conversion will ensure proper use of resources.
5. Monitoring of results
The final phase is the monitoring of results, and this is done in two ways. First, checking how many leads have been generated thanks to the campaigns or actions started. And, later, calculating what has been the percentage of conversions per lead generated. Finally, these calculations will allow you to know what the Return on Investment (ROI) is and make long-term decisions.
The generation of B2B leads with the help of an outsourced Inside Sales IT will allow you to improve your results in every way.
At PGR Marketing & Tecnología we have this service adapted to your needs so that you can increase your leads and sales. Contact us to find out more!
