Optimize Your Sales Operations for Lead Buying
Positioning for success in 2023
This week I joined Simon Delaney, CEO of Data Bowl, on his podcast B2C Lead Generation. We talked about optimizing sales operations and lead management for maximum sales production..
Listen to Simon and I riff on How to Make Your Sales Operations More Effective.
I love the opportunity to go deep with other experts on these topics.
There are so many details, decisions, and activities from the time a consumer (lead) shows intent to the actual closing of a deal that it can be overwhelming.
In my discussion with Simon Delaney, we dug into these areas and shared our experiences and best practices in optimizing lead management systems for lead buying.
Here are a few key areas I recommend everyone managing a contact center put on their priority list to close out 2022 and prepare for whatever 2023 has in store for us.
Audit and baseline your current lead management system – like any system, it’s never operating exactly how you planned it or even believed it to be working. I recommend using an outside consultancy to get the experience and objectivity that this process requires. I recommend SDP Solutions for this exercise.
Up your lead distribution game – AI/ML is becoming simple to implement and essential to any lead management system. Using machine learning to do predictive lead scoring and sales agent performance makes lead distribution precise and an easy lift in conversion rates. I recommend using ProPair to quickly add AI/ML as a competitive advantage in your lead management system.
Develop sales automation to enforce effective sales cadences. Leverage your CRM or lead management software to automate your sales agents’ daily activities. If you’re looking for help designing and creating content for sales cadences, I recommend Kaleidico (my agency).
Never mark a lead “dead,” transition it to lead nurturing – Consumers and sales agents have many things competing for their time and attention. As a result, most of your leads will go cold or unresponsive. Stop marking them “dead.” Instead, build a sales cadence that will routinely check in and provide valuable content to this continually growing segment of your database. It will invariably become your best lead source. If you need help again, I recommend Kaleidico.
Optimizing sales operations to get the most out of your marketing budgets, lead buys, and sales team will be essential for success in 2023.
What are you working on to improve your sales operations?