A lead generation specialist is a key element in the success of a business, since their functions are of great help in attracting potential customers and increasing sales. However, if this is not good enough, it can be a drag on your company. Therefore, it is important to carefully choose a specialist in this field who has the right qualifications for the position.
What is a lead generation specialist?
These professionals help companies attract and qualify more leads and are often part of a sales team at B2B companies. They may also work as independent consultants and offer their services for a fee.
This figure is important. Many B2B companies hire experts to take the pressure off their sales and marketing teams as they grow. Sometimes the number of leads coming into your sales team becomes too high for your sales team to handle. This adds difficulties when it comes to closing contracts at the rate that they used to do before.
To solve this situation, they need lead generation specialists to lend a hand to sales and thus help them find new leads, groom them and transfer attractive leads to a sales team to close the deal.
What are the functions of a lead generation specialist?
1.- Investigation of potential clients
They are specialists who are in charge of looking for people who can fit the products or services offered by the company and for this they build an attractive sales pitch for new potential customers and new connections with those people in an organization who have decision-making power.
2.- Contact with potential customers
Another function of this professional profile is to make phone calls and send emails . They are also in charge of monitoring and scheduling demonstrations of the product or service with the client.
3.- Qualification of potential clients
Much of the work of these specialists consists of scoring the leads obtained. Good lead generation specialists can gauge potential customer interest in your product or service and determine whether a potential customer is eligible to purchase a company's product or service. In this sense, it helps the sales team decide where to allocate resources.
4.- Management of the contact base
After creating marketing lists of targeted leads, a lead generation specialist must maintain and update the CRM (especially after marketing campaigns, customer referrals, cancellations, etc.). The goal is to keep the contact database accurate and relevant to the business. They also make sure that the stored information complies with local regulations.
5.- Process improvement
Finally, these experts are always looking for ways to optimize the process at the top of the sales funnel, help develop the best sales strategies, and suggest the best sales software to help you do your job better.
As we have seen in this article, companies need specialists to help them find potential customers to grow.
If you don't have the time to hire a lead generation specialist, at PGR Marketing & Tecnología, your trusted online marketing agency for the ICT sector, we can help you get potential clients that match your company's ideal client .
