This post was written by Jenny Vance, president of LeadJen
Jenny has more than a decade of experience filling the funnel with revenue generating leads for B2B companies.
She says not all leads are created equal, one of many key points in launching a lead generation campaign. For more information on lead generation, check out this post on How to Generate Leads with Content Upgrades.
Below are some of her top tips on creating a killer lead generation campaign.
1. Data Set
The quality of the data sets the tone for the entire campaign so it’s important to spend time upfront on list building and lead research. This also saves money over time because resources dedicated to research enable enterprise reps to focus on deals, instead of wasting time finding the correct person to call.
In marketing, timing and method of communication are critical in getting through to the right person, at the right time of need. Create a calling and email cadence that aligns with your goals. For example, the week before a webinar, a campaign may include two calls in one day in order to increase attendance.
The more targeted the message, the more likely people are to speak with you. Whether you are having a two-minute or hour-long conversation, prospects want to know you have experience in their space and they are getting valuable information in exchange for their time. Use research to build lists with commonalities, and develop calling scripts that demonstrate your work with other companies using the same technology/solution type, or facing the same challenges. Even referencing a common LinkedIn group can break the ice. Cold calls are brief so you have to make your words count.
4. Title Path
Just because one title path is on-target in one industry, doesn’t mean it will work in all industries. Assess your current customer profile and prospecting efforts, and make sure your targets are also making the decisions. If you find that calls are being referred to someone else in the organization, reassess the title path you’re targeting.
“if you don’t know what is working, you can’t make things better”
I believe that if you don’t know what is working, you can’t make things better. Test the market and identify what is working, where and why. Measurement should start early in the campaign so you can course-correct before the campaign ends and increase success.
6. Technology Stack
It is great to have amazing technology that delivers all sorts of data, but you should also apply a standard process for the prospecting side of implementation. Your technology stack should have specific functionality for the prospecting out call part of the process.This is a necessary step to drive quality metrics and analysis.
Because all campaigns are not created equal, ongoing training is essential in the success of your campaigns. Always give the “why” to the team, and educate them on the campaign’s marketing strategy, the prospect’s industry and recent news or trends. Use role-play scenarios to sharpen the message.
How do you generate leads?
CEO and Co-Founder of Process Street. Sign-up for his free systems masterclass or find him on Twitter and LinkedIn.