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ROI from Lead Generation

Learn how to get the best ROI from your lead generation:

Performance metrics should be used to set targets and estimate ROI. It’s important to establish a benchmark, on each stage of the process, not just email opening  and click rates as well as a breakdown of phone usage and other resources. In our experience performance metrics like these can be used to calculate targets, but they should be formed with an understanding of past results, expected performance and required ROI. Knowing the cost of each lead generated and the conversion rate at each stage of the process is vital to setting realistic goals.

Cost effective marketing

Set a target of getting through to decision makers, it may be 10% or if generated via exhibitions it can be as high as 50%, because it is not a cold call! In fact a lot of the contacts can be incoming so if those calls generate a  meeting from 25% of these conversations, the numbers will stack up.

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Yellow Brick Road to Sales

As always in sales KISS ( Keep it simple Stupid ).

We are involved in IT, but there are many different sectors ranging from Data Centres, Cloud Computing, Managed Service Providers, Internet service providers, through to the life blood of the channel with Resellers, Value added resellers, distributors, Value added distributors and system integrators.

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The Sales Journey

The Sales Journey End user or the Channel 

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The first stage of any sales journey is recognising and capitalising on your market

No matter what type of business  you are involved with, deciding early whether to take a direct route or a channel route is an early decision.

Utilising agents, dealers, distributors or resellers or to sell to end user customers, the ultimate goal is to sell your product or service.

Firstly you need determine your route to market:

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Lead Generation

Lead Generation

But it always seems that 80% of your sales comes through 20% of your channel or sales team. In an ideal world we can identify the 20% and ditch the 80% who are not producing the goods or sales!  Whist in reality it is not that simple.

While many of the techniques involved in generating leads have been in use for as long as sales has been a concept,  it does not matter whether you are generating sales leads of channel partners or end users for your channel partners to follow up.

Generating business leads by participating in the many trade shows  and performance can be monitored and improvements can be made with a percentages of leads generated turning into  business.

At the start of the sales journey, it can all be baffling, so a good place to start is the correct type of exhibition. With previous success stories from shows as a basis its what’s ahead  that matters,  following an exhibition there’s an understandable tendency to feel overwhelmed by the number of leads generated, push out an email and wait for the channel partners and sales to roll in. For the best sales professionals though, lead generation means new business and is seen as an opportunity, with a conversation of meaning as an essential tool, leading to the contract.

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7 Stages to Closing a Deal Starting with Lead Generation

In business there are 7 stages to achieving more sales, generating quality leads is only the first step in the sales process but being able to successfully turn those leads into customers is the crux of sales.

This brief study  on closing a deal guides you carefully through the whole closing process from giving a quick recap on generating exceptional ROI on your lead generation through to making sure that you are fully prepared for your sales meetings and pitches to finally closing the deal and make money.

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Read more: 7 Stages to Closing a Deal Starting with Lead Generation