What is Lead Generation and Why is it Important in 2021?
What is Lead Generation and Why is it Important in 2021?

What is Lead Generation and Why is it Important in 2021?

What is Lead Generation?

Lead generation describes an inbound marketing process of stimulating and capturing interest in a product or service for the purpose of developing a sales pipeline. In short, this is a part of your digital advertising process and customer journey.

In today’s complex marketing climate, lead generation has become a popular strategy to help create demand and get your marketing messages heard across multiple channels.

Lead generation helps your company increase brand awareness, build relationships, reputation and ultimately creates opportunities.

There are many types of lead generation strategies, these include:

  • Content marketing and blogging
  • Website and SEO
  • Social media
  • Pay-Per-Click (PPC) advertising
  • Content syndication
  • Direct mail
  • Telesales
  • Email marketing

What Is The Lead Generation Process?

The lead generation is part of a broader customer journey that a prospect will take before becoming a customer. The lead generation process will attract and retain interest within your product or service long enough for a prospect to submit their information.

1 – A prospect discovers your content through one of your online or offline touchpoints such as a landing page, social media platform, QR Code, or your website.

2 – The prospect makes a conscious effort to start a customer journey after seeing a ‘Call to Action’.

3 – Your prospect is taken to your sales page / landing page that is designed to acquire personal information. This could be for a future advertising campaigns, a hot lead for direct contact, or an exchange of data.

4 – The prospect exchanges their information in exchange for a benefit such as a discount code, or in the knowledge they will be contacted about a specific product or service.

How Will Lead Generation Benefit My Business?

Through various lead generation tactics, a company can collect the contact information of potential targets in order to nurture them to eventually become customers.

Lead generation is useful for all types of businesses, both small and large, and in both B2B and B2C companies—such as financial services, healthcare, and legal entities.

“You don’t want your sales teams wasting time cold calling from a list of unqualified leads”.

Simply put, cold calling does not work in today’s world of information abundance. You want your sales team closing deals and spending time actively selling, instead of wasting time calling down a list of cold leads.

Lead generation can help your sales teams spend more time selling and less time with administrative tasks and prospecting, because you are giving them warm, well-qualified leads.

Our recent research showed that companies with mature lead generation practices achieve better sales productivity and higher revenue growth.

Mature companies achieve 133% greater revenue versus their plan than average companies, and 174% more than the least mature companies.

Additionally, sales reps at mature companies spend 73% of their time selling - rather than on administrative tasks.

At companies without mature lead generation strategies, sales reps spend only 57% of their time selling.

If you can generate more leads for your sales team, not only are you helping your company grow, but you are also helping marketing’s credibility. You are no longer seen as a cost centre, but as a viable part of the revenue team.

How Can Intellistart Help My Business Generate Leads?

We help businesses across all sectors:

  • Grow their database with new customers.
  • Increase opted in members to their database.
  • Gain a 360-degree view of their customers.
  • Improve their website conversion rates.
  • Build their brand awareness.
  • Gain the edge on their competitors.

Call us for a FREE Intellistart Discovery chat:

Tel- 0161 877 4888 

Email: hello@intellistart.co.uk

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