Like any other vertical, the IT market relies on selling quality services and solutions on an ongoing basis to new and existing customers. Your existing customers certainly know where to find you but for new business you need to get proactively find new customers or clients and that means you need to generate new business leads.
Here are 6 Tips for quality lead generation results:
Quality over Quantity
All sales, especially new business lead generation is about improving odds – a numbers game. If you identify leads, a percentage of them will become customers. Sure you need more leads than the sales you want to close but be wise and make sure you are generating quality leads instead of filling your time with little increased chance of sales.
Define Quality Prospects
Meet with your sales leaders and detail exactly what a quality lead looks like. Describe a sales-ready prospect as precisely as possible. Get project managers and product people involved as well. Your sales team may think they're hunting for one target, but project outcomes - may suggest something quite different. Communication is essential to ensure that the sales team is delivering prospects who will become good clients.
Information
It's essential that your sales team, including company principles – convey competence and knowledge about every area of your business. They need to know products and services, features and benefits even if technical people will provide deeper insights as projects progress.
Selling B2B
Selling Business to Business requires you to focus on the benefits specific to the business prospect you are targeting. Each application of hardware, software and other services must be described in terms of the business outcomes your new client can expect. Demonstrating ROI for your product/service specific to your prospect's business will make create sales gains because the potential client will understand the positive relevance your product or service will deliver.
Don't Waste Opportunities
If you have invested in steps to develop fresh leads, it's vital that you make the most of them. Rather than wasting time or risking failure by trying an ad-hoc process of lead management and prospect development, you may wish to consider outsourcing your sales campaign to a professional IT sales organization
Ready to get new client sales results? SJN Sales has the experience and expertise to turn your campaign into sales. Don't wait--kick start your sales campaign today.
Author Resource:
Jordan Miller has distributed over 10,000 business cards since 1985. At SJN Sales , we listen to Jordan--who never confuses the action of handing off that printed card with a sales call or a followup.
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