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Generation and exploitation of “leads”

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Generation and exploitation of “leads”

A “lead” is a business opportunity based on the identification of some contact details of those who have an interest in a product or service from the company they have contacted. The generation and exploitation of leads differs from the simple exploitation of a database.

Now more than ever to capture the interest of a client can actually become, a real challenge for companies, and a constant flow of “leads” are critical to ensure the growth of the business.

Are the sales and marketing teams ready to integrate in their working models this new form of performance?

You can learn more about this trend on June 18th on our website with the launch of a newsletter.

 

A constant flow of “leads” is critical to ensure the growth of the business.

A “lead” is a business opportunity based on the identification of some contact details of those who have an interest in a product or service from the company they have contacted.

The generation and exploitation of leads differs from the simple usage of a database. Such exploitation of “leads” is carried out through:

1. “Sales Intelligence”

Sales generation and business opportunities using the knowledge about what you do Vs. what you can do, and what competitor does through the environment analysis. Within the same:

Selling: Sales to potential customers
Up-Selling. Sales to existing customers
In advance. Sales advantages in comparison to our competitors

2. Marketing Actions.

“Inbound Marketing” attracting potential customers in a natural way

“Outbound Marketing”. Attract the attention of current and potential customers in an intrusive manner.

3. “Leads/Channels”

Leads B2C. Sales to people
Leads B2B. Sales to companies

The generation and exploitation of “Leads” is performed through LMS, also known as, “Lead Management System”, which is a technology platform aimed for the generation, management and distribution of “leads” to a sales force

These solutions are applicable to the learning and knowledge area through:

• The changing commercial profile,
• “Leads” generation and exploitation model
• Itinerary “sales techniques in the generation and exploitation of “leads”

An example of a company that generates and exploits leads is Mitsubishi Motor Spain, which sells vehicles to approved governmental agencies. With the objective of increasing the sales of the models approved by such agencies, in this case has designed a plan for the generation of “leads”.

You can download and complete the following trend infographics

Hermelo Sanchez tells us through this Story Telling this trend on “Lead Generation and Exploitation”:

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