- Dormant leads:
There are always leads lying dormant within an organization, unnoticed and waiting to be harvested by smart sales people. Every organization has scope for improvement. There are always some problems, some issues and challenges that need to be sorted out. As a result, dormant leads exist everywhere.
You can offer better, more efficient and inexpensive ways of performing a company’s functions to tap these leads. Demonstrate clearly how your solution can help them in reducing head count and enhancing their profit margins. Develop customized solutions based on their needs and issues.
2. Readymade leads- low-hanging fruits
There are leads, more striking and more obvious, created by constantly changing business scenarios and emerging situations. You have to actively look for events like companies expanding or relocating, products being launched or re-launched, new industries taking shape, and so on.
Readymade leads are generated every now and then due to internal changes within an organization. A smart sales rep can grab the countless opportunities created by these changes. You have to be alert, pro-active and competitive to take full advantage of these low-hanging fruits.
It’s necessary for lead generators to clearly understand the differences in the nature and characteristics of the two types of leads to take full advantage of them and successfully boost B2B demand generation. Both these too may co-exist within an organization. You must try and unearth dormant sales leads while still keeping an eye on the situations that give rise to the readymade leads.