Custom, creative messaging is what captures
the attention of new qualified buyers in today’s
information-rich environment.
If you’re feeling uncertain about how to navigate this new complexity, or are pressed for time to focus on it, I’m happy to help. Guiding small and mid-sized businesses on how to generate more volume for their sales pipeline is at the heart of my Fractional VP Sales specialization.
When looking to improve your lead generation approach, you should first consider the journey each new lead embarks on before becoming your customer. When laid out stage by stage, this journey is commonly illustrated as a Marketing Funnel.
Your salespeople are the key to future business success. They’ll help you win new customers and retain existing ones by ensuring they’re confident in their purchase decision right from start to finish, every time. The people who work for companies like yours play an integral role not just in making leads turn into buyers but also in helping them become long-term loyal clients with repeated purchases.
In order to get the strongest ROI when investing in lead generation, you’ll want to be intentional by capturing the attention of key contacts within businesses that align with your Ideal Customer Profile (ICP).
The first step is defining your ICP. A good starting point is to analyze your current customer base by defining what stands out in your “best” customers. These may not be your highest revenue producers.
I facilitate a Value Proposition Workshop that has proven itself a productive exercise to strengthen and uniquely package a company’s key points of differentiation. I’ve found that most businesses greatly benefit from getting outside perspectives to help them improve and expand their value proposition in order to uniquely separate themselves from their competition. It’s the old adage that one cannot see the forest for the trees when they are so close to it.
If you’d like to discuss what’s going on in your business, I would be happy to shed light on options to fix the breakdown areas. contact me at (404) 271-6767, via email at dmahony@salesxceleration.com, or reserve a time to speak through my Scheduling Tool.
I also invite you to follow me on LinkedIn to gain exposure to future article posts that will offer more valuable selling insights.
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.