What do you find works the best for developing leads? I am currently researching other ways to develop leads and eventually fill up my sales pipeline. I currently use the following: Jigsaw, LinkedIn, NetProspex
If you said, “names and numbers don’t equal leads or viable sales pipeline.” I would agree with you.
All passionate and energetic sales people fight this tendency. And with the glut of data available openly on the Web it can be a very hard battle to win.
We know in our gut that much of hitting our monthly goal has to do with large numbers. So, we are constantly hunting and gathering names and squirreling them away in our contact database or CRM. But, at some point you have to determine, enough is enough. It’s time to stop collecting and start processing.
The only way to avoid the idle list gathering trap is to understand that generating sales leads is much more than just collecting names.
The danger with simply seeking lots of venues to supply you with unsuspecting victims leads is that you forget the objective. A sales pipeline is not a list of names and numbers. It is a queue of leads–people and organizations that have potential need for your products and services. Determining who those folks are takes some effort, a lead generation process.
My guess is that most of you don’t need more names and numbers—especially unqualified ones. Most of your lists are already sufficient. In addition, your sales organization is probably filled with prospects, many of which have inquired or were already qualified in some manner.
Now dig into those names and learn who they are and why they might need your help.
Then figure out how to turn them into leads. This simple process gets you ready to take that list and turn it into an engagement plan–social media, conferences, trade shows, webinars, email, phone–this is lead generation.
The real beauty of processing those lists is that this effort will continue dumping new leads into your pipeline.