Agency management System includes Lead Management, CRM, SFA. We talked about Lead flow and Lead Generation in previous post. Today, we are going to talk about how lead generation works?
The nature of lead generation depends entirely on the decision process of the buyer.
For complex products and services requiring a complex decision process, the keys are identifying the most likely prospects and then educating and qualifying them before deploying more expensive sales resources. The education benefits the buyer; qualification benefits the seller. This gradual lead cultivation process can go on for months and involve several individuals involved in evaluating a solution.
For commodity products, the rendezvous dilemma is one where two parties are seeking each other, but are obscured by time, distance, or attention. In essence there is a set of well-matched candidates for product purchase within a larger set of poorly matched candidates. Those well-matched candidates are what one is seeking to attract or identify in effective lead generation.
we continue our talk on how lead generation works in next post.
Tuesday, January 22, 2008
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3 comments:
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