In our last blog B2B Lead Generation Tips: How to make your lead generation campaign successful? Part I, we discussed some basics of B2B lead generation and how to set goals for B2B lead generation campaigns.
Today we will discuss the aMarketForce lead acquisition process. We will examine some topics such as prospecting, interest generation, lead pre-qualification and appointment setting.
Prospect List Development
Prospect List Development involves creating a clean list of prospective contacts for marketing and inside sales campaigns focused on lead acquisition.
Determining geographical location, target verticals such as the type of business, the size, and target audience such as title, or seniority are very crucial in this process. Prospective companies that meet the criteria are identified based on these inputs. Relevant contacts and company details are then generated through secondary research and tele-calling. Figure 1. below depicts the process of prospect list development at aMarketForce. A prospect list can be further pre-qualified for marketing campaigns by identifying some qualification criteria.
Click here to download aMarketforce’s lead pre-qualification case studies.
Interest Generation
Interest Generation is the process of creating awareness in prospects for target services or products. The marketing team promotes the value proposition and addresses the market’s pain points through focused campaigns. They use targeted prospect lists for various efforts such as email marketing, event marketing, tele-calling, and more to create awareness and generate demand.
Qualified interior sales reps comply with all marketing inquiries from the website and email campaigns for similar qualifications and appointment settings. They also nurture email advertising campaign openers and clickers till those leads are ready to enter the income cycle. At this level, the tele-callers play a crucial role by turning in a compelling pitch or script. Even while coping with an inbound inquiry, tele-callers must show robust enterprise abilities and deep expertise in services or products. The team stocks advertising and marketing collaterals, including brochures, whitepapers, case research, datasheets, and corporate displays, with fascinated prospects.
Lead Qualification
Lead Qualification is imperative in order to convert your raw leads/inquiries into sales ready leads. No B2B lead acquisition campaign can be successful without lead qualification. Some of the critical criteria for lead qualification are customer needs /pain points and product/service fit, budget, opportunity size, lead purchasing role, and purchase timing.
You can manage your outbound tele-calling campaigns in-house by hiring an inside sales team or by outsourcing lead generation and appointment setting campaigns to a B2B lead generation services company.
In our next blog, we’ll cover appointment setting, aMarketForce’s lead nurturing and scoring services, and their role in B2B lead generation.
aMarketForce’s B2B lead generation services ensures that clients have a consistent and reliable resource for lead generation. The aMarketForce marketing and sales groups work as an extension of their clients’ internal sales team by calling verified contacts and qualifying them to a level where the outside sales team can go in with a high probability of a close. To know more about our B2B lead generation services email us at info@amarketforce.com.
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