4 Options to Lead Gen – Which is Right for Your Company?
Lead generation is the growth life-line for any company regardless of size. Hence, it’s often an assumed goal that frequently fails to answer the question of “how” leads will be generated or how many leads will be generated. There are so many different approaches to lead gen it can be nearly dizzying. Adding additional complexity – depending on the approach your company is deploying, it can also be dangerous if there isn’t a clear understanding of how each approach (or combination) will not only meet your sales goals, but how the organization will operationally support the activity. So we’re breaking it down into pros and cons, to give you the info needed to determine what’s best for your Company – starting with four primary categories, and then sorting each based on expense and impact:
The veteran sales guy or gal will often refer to it as “dialing for dollars”. And, most sales people will also tell you it’s the least desirable activity they’ve ever had to take on. So we’ll put that down as a con. We believe the primary reason many companies continue to use this approach is based in statistical predictability (which doesn’t reflect skill sets by the outbound caller) and they lack the knowledge and/or confidence in alternative options: