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In Lead Generation Its Quality Over Quantity

first_imglead qualityIn a post for HubSpot, Alison Savery educates on how to generate more customers with fewer, quality leads.“What happens when you start to saturate your market or it’s just not possible to hit your new goal with your current resources?” she asks. “Fear not! All you need to do is start focusing on the quality of your leads.”This small step in change in your lead generation system can make all the difference, she says.(Related: Lead Management – Science not Art)Savery says the key to increasing the percentage of conversions is by feeding your sales team higher quality, more nutritious leads. She also offers up several steps to do so. For example:Create Middle of the Funnel (MOFU) Content“Once you’ve initially generated your leads, it’s important to nurture them with content and offers to guide them closer to a purchase,” she writes.Savery says middle of the funnel content – i.e. an e-book that discusses how you use your product to overcome an industry-related challenge – can offer value and produce a hearty lead.Communicate and Collaborate With Your Sales Team to Focus on Specific LeadsThe most important step, she says, is to collaborate with your sales team to make sure they identify and focus on working these hearty leads.(See The Value of Your Lead Generation Team)“Be sure to communicate the shift in the quality of these new leads so sales can alter their selling process,” she writes.For more on improving the quality of your lead generation program, read Savery’s full post here.AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThislast_img read more