Lead Generation: How to deliver Quality and Quantity

What is a lead?
Too many companies today consider all contacts known to them in roughly the right sector as leads.   A lead is a pre-qualified contact with real requirement for your offering, availability of funding and a time frame for purchase within a suitable horizon.

Current reality
In today’s climate there is not enough focus on appropriate lead generation strategies.   Where they do exist there is a tendency to focus on either volume or quality rather than a genuine focus on both.

Indicators of
Levee’s experience has found that,
Organisations that predominately focus on high volumes experience the following:

• “Cold leads” in spite of high individual activity in the marketing department
• Low flow rate of “leads” to opportunities
• More “leads” than the sales team can effectively handle

Organisations that predominately focus on quality experience the following:

• Huge variation in demand of sales team
• Revisiting current clients out of necessity

Attainable reality

We focus on criteria which are characteristic of highly successful organisations to harness the experience of the existing market department to bring the operation to a higher level of performance.  
These characteristics include:

• Tightly defined target market sectors
• Robust visual management process to monitor flow and success of lead generation
  • Measurable communication links into targeted markets
  • Feedback loop with sales team to provide refined marketing communication
• Clear understanding of how market offers satisfies targeted customer needs

How do we help?

We combine effective use of Goldratt’s “Theory of Constraints”  with proven change management processes to provide quick conversions from current opportunities whilst simultaneously identifying new market segments to actively target.