Leads are the lifeblood of any organization. Without leads, the business will not grow. You need leads to generate sales, but not all leads will eventually lead to customers. You’ll win some and you’ll lose some.
While not all leads become paying customers, it is important to focus on generating a mix of leads to consistently get a steady stream of leads and drive revenue.
Winning more business is a key indicator of success, and a way to produce more leads for a business to convert into customers is to make sure that your leads are of high quality.
What are high-quality leads?
Before we proceed, let’s first go over the definition of “high quality” in lead generation. A high-quality lead has a higher possibility of converting into an actual paying customer than a low-quality lead.
The primary goal and the biggest challenge of every B2B business are generating high-converting leads to support its sales efforts. It’s a common fact that B2B businesses have a harder time nurturing high-quality leads than B2C. But there are various effective and proven strategies that sales development representatives (SDRs) can apply to produce more quality B2B sales leads.
Best ways to generate high-quality leads for your Account executives
Working at the top of the sales funnel by reaching out to prospects, SDRs are responsible for qualifying leads, determining the next steps, and scheduling a demo or meeting for the prospects with the account executives (AEs).
AEs are responsible for ensuring that all aspects of the business dealings are taken care of smoothly and efficiently, such as developing and maintaining relationships with existing clients or new prospects and working towards the success of the team.
AEs also act as intermediaries between other departments within an organization, ensuring that all objectives are met and that the client experience is top-notch. In short, account executives play a vital role in business operations, ensuring that an organization succeeds. AEs help grow your businesses by closing sales deals with new prospects.
So, what are the best ways to generate high-quality leads for your Account executives (AEs) to be able to close the deal?
1. Research, qualify and prioritize your leads.
Research your leads
Dip into your prospect research and gauge the quality of your leads. Run the leads you think are adequate against the top-performing leads (those with the highest conversion rates) to see how they compare against each other. Once you’re happy, you can work out which leads you’ll keep and which leads you’ll work on in the audience development phase.
Use a lead scoring system to identify key insights about users and prospects, get a snapshot of their performance, and prioritize which prospects to go after first – for example, by age, location, company size, and more. This is the best way to pinpoint high-value leads at the beginning and lower-hanging fruit at the end.
Qualify your leads
After running through your list of quick qualification questions, you should have two clear buckets of leads—those who’ve been disqualified as not a good fit, and those who may be qualified sales prospects. You can then start lead scoring by assigning a score to each lead, based on their answers to your qualification questions. This will help you quickly zero in on the leads who are the most likely to be interested in your product or service and invest more time and resources into them.
Prioritize your leads
By scoring your leads, you can get a better idea of which ones are most likely to convert into paying customers, and ensure that all your efforts go towards nurturing and converting the best ones. You can now prioritize which prospects to go after first – for example, by age, location, company size, and more. This is the best way to pinpoint high-value leads at the beginning and lower-hanging fruit at the end.
2. Connect with the decision-makers.
By prioritizing your leads and connecting with the right companies, you can be confident that your business will be a success. When you’re aiming to sell to a large and diverse group of customers, it’s important to have a strategy in place that ensures that you connect with the right people.
Whether you’re using lead scoring or another lead management tool, knowing which leads to pursue and how to pursue them is key to success. By honing in on your target market and connecting with the right prospects, you’ll be on your way to landing some of the biggest deals in your industry!
LinkedIn is a great tool for networking and building relationships with people who work in the same industry as you, but it can be difficult to connect with people who are outside your niche. If you’re willing to put in the time and effort, LinkedIn is a valuable tool for finding the people who are important to your business.
If you want to make sure that you are reaching the right people and getting the most important decisions made about your product or service, it is important to identify the key decision-makers and target them specifically. This will help you focus your conversations and strategies on those individuals who can make the biggest impact on your product sales. Low-level managers may not be able to make the ultimate purchasing decision on your product, but they can help steer the company in the right direction.
By understanding who makes the decisions in your target market, you can more effectively target your sales efforts and increase the chances of success. By spending your time and energy speaking to these key decision-makers, you can increase your chances of closing a sale and meeting your sales goals.
3. Run personalized email outreach campaigns.
There’s no denying the effectiveness of personalization in email campaigns. Study shows that personalized campaigns increase open rates, driving more engagement from the prospects.
Personalized email campaigns can help you reach your target audience more effectively. By tailoring your email messages to each individual, you can ensure that they’ve been received and read by the people you want them to.
Using personalization in your email marketing can help make your emails more interesting and engaging for your recipients. When you personalize your subject lines and copy, you can ensure that your emails are getting opened and read. This can help you to improve your open rates and click-through rates.
Plus, personalizing your email messaging can also help to build a positive relationship with your customers, which can result in more future sales. So if you’re looking to improve the success of your email marketing efforts, personalization is key!
Place yourself in the shoes of the audience and imagine the tons of emails they get to receive daily. How will you get them to open your email? How will you spark their interest to engage with your messages?
When you send a personalized email to your clients, you assure them that you understand their issues and can offer solutions. Keep your messages short, sweet, and straight to the point.
Avoid me-messages that focus on you rather than what your customer needs. Instead, focus on providing information that is relevant to their situation and let them know what actions you will take as a result of their feedback. This builds trust and confidence between you and your customer, which will result in better client retention rates.
Partnering with a dedicated SDR team
Do you want to see your business grow exponentially? Are you looking for a partner that can help you achieve levels of efficiency and productivity? If so, then partnering with a dedicated SDR team is the right decision for you.
When you partner with an SDR team, you can be sure that they have your best interests at heart and will work tirelessly to help you strengthen the sales pipeline.
At Amiy, we’re a dedicated SDR partner for many tech startups and big businesses. We’re a trusted group of vetted and well-trained sales professionals who focus on nurturing leads, cold-calling, and scheduling meetings between prospects and your sales team through Human-centric Messaging & Outreach.
We do the legwork of identifying and generating the most qualified leads and boosting the sales cycle. This allows you to focus on your core strengths and business objectives, while we take care of the rest. Contact us today to learn more about how we can help you deliver qualified sales meetings.