Inside Sales IT for B2B lead generation
Posted: Tue Dec 03, 2024 9:00 am
Generating B2B leads in an IT company requires the participation of specialized professionals. This is where an IT brazil phone number list Inside Sales can provide added value. Here we provide you with more information.
How an Inside Sales IT contributes to B2B lead generation
Inside Sales IT is a professional who monitors the entire sales funnel process, from lead capture to lead tracking. Typically, their job is in B2B or when B2C provides high turnover in each transaction.
Outsourcing can also be applied to Inside Sales IT , and this is very interesting for SMEs that have this need. Today, lead capture is easier if you have specialized advice.
What is this professional's way of facilitating B2B lead generation?
We can highlight the following cases:
1. Assessment of the starting situation
The first thing to do is to assess the starting situation. This means having a well-defined target and, above all, using a SWOT analysis, analyzing where there are possibilities for generating leads. Without a prior assessment, it will be difficult to implement a successful strategy.
Please note, this should not be confused with a Business Plan. The evaluation would serve, rather, to make part of the customer acquisition a reality, but the commercial and pricing strategy is established by the company.
2. Defining the B2B lead generation strategy
The B2B lead generation strategy is implemented through the media and social networks. Once it is decided who to target, the acquisition strategy will begin. This is the time to use resources such as advertising, quality positioning (SEO and SEM) or storytelling (Inbound Marketing) to capture leads.
This strategy must be agreed upon with the company's managers. In fact, a threshold of investment and duration of 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 personalized follow-up of each lead, inform the potential client and advance in the sales funnel.
Qualified leads require more personalized contact. And to do so, 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 key step is to concretize the leads into sales. In this case , Inside Sales IT can do this step or delegate it to the corresponding department. In any case, you should know that this is the final objective and that, if there is quality lead qualification work, it is logical that conversions will increase.
In the final phase of the sales funnel, you need to establish a conversion closure or an exit. While it is true that B2B requires a certain amount of time, there comes a time when you have to set a limit. Therefore, conversion will ensure that resources are used appropriately.
5. Results monitoring
The final phase is results monitoring, and this is done in two ways. First, by checking how many leads have been generated thanks to the campaigns or actions initiated. And then, by calculating what the conversion percentage per lead generated has been. Finally, these calculations will allow you to know what the Return on Investment (ROI) is and make long-term decisions.
Generating 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 tailored to your needs so that you can increase your leads and sales. Contact us to find out more!
How an Inside Sales IT contributes to B2B lead generation
Inside Sales IT is a professional who monitors the entire sales funnel process, from lead capture to lead tracking. Typically, their job is in B2B or when B2C provides high turnover in each transaction.
Outsourcing can also be applied to Inside Sales IT , and this is very interesting for SMEs that have this need. Today, lead capture is easier if you have specialized advice.
What is this professional's way of facilitating B2B lead generation?
We can highlight the following cases:
1. Assessment of the starting situation
The first thing to do is to assess the starting situation. This means having a well-defined target and, above all, using a SWOT analysis, analyzing where there are possibilities for generating leads. Without a prior assessment, it will be difficult to implement a successful strategy.
Please note, this should not be confused with a Business Plan. The evaluation would serve, rather, to make part of the customer acquisition a reality, but the commercial and pricing strategy is established by the company.
2. Defining the B2B lead generation strategy
The B2B lead generation strategy is implemented through the media and social networks. Once it is decided who to target, the acquisition strategy will begin. This is the time to use resources such as advertising, quality positioning (SEO and SEM) or storytelling (Inbound Marketing) to capture leads.
This strategy must be agreed upon with the company's managers. In fact, a threshold of investment and duration of 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 personalized follow-up of each lead, inform the potential client and advance in the sales funnel.
Qualified leads require more personalized contact. And to do so, 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 key step is to concretize the leads into sales. In this case , Inside Sales IT can do this step or delegate it to the corresponding department. In any case, you should know that this is the final objective and that, if there is quality lead qualification work, it is logical that conversions will increase.
In the final phase of the sales funnel, you need to establish a conversion closure or an exit. While it is true that B2B requires a certain amount of time, there comes a time when you have to set a limit. Therefore, conversion will ensure that resources are used appropriately.
5. Results monitoring
The final phase is results monitoring, and this is done in two ways. First, by checking how many leads have been generated thanks to the campaigns or actions initiated. And then, by calculating what the conversion percentage per lead generated has been. Finally, these calculations will allow you to know what the Return on Investment (ROI) is and make long-term decisions.
Generating 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 tailored to your needs so that you can increase your leads and sales. Contact us to find out more!