They understand the fact that to make their B2B demand generation campaign a grand success in the year 2021, they must make sure that just a small percentage of their employees don’t contribute towards bringing most of their business, it has to be a team effort. Similarly, only a fraction of the leads reaching the closing stage wouldn’t augur too well for the organization. You must ensure that this wastage of employee potential and opportunities is minimized. Following are some useful tips to achieve this objective:
A word of caution in case only a small group of your executives is responsible for boosting your B2B demand generation effort, you cannot sustain it for too long. Adopt a two-pronged strategy to improve things. Establish a system for rewarding the best performing employees, and organize regular training sessions for the less performing employees to improve their performance.
2. Try to maximize lead conversion ratio:
Making the most of every single lead in hand is important in order to improve the financial health of the organization. Maximizing closing ratios is vital. You can adopt a two-pronged strategy here as well. First, take stock of the back end of your sales process and determine how many deals you are actually closing. You must organize training sessions for your sales reps to make them more skillful, if the results are not very encouraging. Sit down on the drawing board again and devise effective business strategies for closing more deals. Now, look at the front end of your sales process and gauge how many leads are actually reaching the proposal stage. If most of the leads are getting terminated during the initial stage itself, you need to do some introspection. It’s imperative to ensure that more leads are nurtured and get to the proposal stage, giving you a better chance of closing more deals.
Lead generators must constantly strive to improve every aspect of their working in order to make their B2B demand generation program a grand success. It’s essential to work on nurturing sales leads in order to improve your closing ratios, and imparting regular training to make your employees more skillful and empathetic to engage more effectively with customers.