B2B Lead Generation – Quality Check is a Must

In spite of repeated efforts, many companies face a situation when their B2B lead generation efforts are just not paying off. The reason is not always in the overall approach to the activity, but sometimes, one does have to pay attention to the nuances, since they play a vital role in the big picture. For instance, stalled deals are a grave concern for almost all kinds of organizations, and have the potential of creating a huge impact on the overall business proposition. One of the main reasons for this is the poor performance or negligence of the sales executive, and this usually happens when one is using telecommunications as a medium to sell products or services that might not exactly match the needs of the customer. However, there is a way around this.

One needs to ensure that the B2B lead generation activity is carefully monitored. It is important to note how the telemarketers perform every time they are making a call, and the best way to do this is to conduct a customer satisfaction survey. All that is needed is an automated e-mail system where prospects will receive a message from the company immediately after the call, for asking about whether they were satisfied with the performance of the calling executives.

Now, utmost care must be taken while drafting this message, since this message is not exactly going out to an existing customer, and a prospect would most probably not want to make the effort to respond. So, one of the routes that can be taken to cement the B2B lead generation campaign is by asking whether the executive was courteous, addressed the needs of the business and whether or not the offering would help their business. It should ideally come from a senior person and also mention that the person can get in touch with him/her in case they have any queries, so that the former gets an impression that his/her business is of value to the company.