Unleash lead generation in your business – Emberson Synergy

Insights

Lead Generation
26 March 2024

Unleash lead generation in your business

Generating a consistent flow of leads is a common challenge for many businesses. Understanding the specific obstacles hindering your lead generation efforts is crucial for overcoming them. If you’re grappling with one or more of these obstacles, read on to discover how to improve your chance of success.

The start-stop approach

One common hurdle is the start-stop approach to lead generation. In this cycle, businesses increase their efforts during slow periods, only to reduce them once the pipeline is full. However, this inconsistency leads to fluctuating lead flows, ultimately obstructing sustained growth.

The solution: Implement a structured lead generation plan with consistent efforts throughout the year, ensuring a steady flow of leads even during peak periods.

If you want a continuous flow of leads, you’ll need a continuous flow of lead generation activity.

Time constraints

Another prevalent issue is the scarcity of dedicated time for lead generation. In today’s dynamic business environment, multiple responsibilities are often distributed across various functions within an organisation. Consequently, the critical task of lead generation is frequently sidelined.

The solution: Prioritise lead generation activities by allocating specific time daily for prospecting, nurturing leads, and conducting research. Consider leveraging automation tools to streamline repetitive tasks and free up valuable time.

Achieving substantial growth necessitates prioritising and allocating dedicated time and focus to lead generation efforts.

Skillset mismatch

Underestimating the expertise required for effective lead generation presents a considerable challenge. Often delegated to junior team members, lead generation demands a diverse skill set encompassing strategic planning and creative copywriting, among others.

The solution: Invest in training programs to upskill existing team members, employ experts in each of the required specialisms, or consider outsourcing certain aspects of lead generation to experienced professionals who can deliver high-quality results.

Assembling such a multifaceted team in-house is often a luxury beyond the means of many businesses.

Database quality

The quality of the database used for lead generation is often overlooked. Yet, it’s a fundamental component of a successful campaign. Astonishingly, businesses incur a staggering £504 billion in losses annually due to poor-quality data. Furthermore, studies reveal alarming statistics about the average customer’s contact database. It comprises 90% incomplete contacts, with a substantial 20% of records rendered ineffective due to various factors. Notably, 74% of these records necessitate updates, while over 25% turn out to be duplicates.

The solution: Regularly audit and clean your database to remove duplicate entries and keep the information you hold up to date. Implementing strict data hygiene practices to ensure the accuracy and effectiveness of your customer database.

This oversight results in significant financial loss for businesses, highlighting the critical importance of maintaining high-quality data for lead generation success.

Failing to close the loop

Many businesses fail to recognise that lead generation marks only the initial phase of the journey. Without implementing robust systems for lead follow-up and thorough research on potential customers, valuable sales opportunities are missed.

The solution: Develop a systematic approach to lead follow-up, including personalised communication and nurturing sequences. Use CRM software to track interactions and gather insights, enabling more targeted and effective follow-up strategies.

Without closing this essential loop, lead generation efforts risk becoming ineffective and inefficient, ultimately hindering the overall success of the business.

Ready to unleash your lead generation potential?

Having explored the common challenges that hinder lead generation efforts and provided actionable strategies for lead generation success, it’s evident that overcoming these obstacles is vital for achieving remarkable results. From addressing the start-stop approach to optimising databases and closing the loop, we’ve offered insights and solutions to revitalise your lead generation efforts.

Now, let’s transform these insights into action. Contact us to discuss how we can help you achieve remarkable results. Get in touch today.

Reference

https://www.salesforce.com/ap/hub/analytics/data-validation-practices/