No leads, no sales! How to choose the best B2B channels
Posted: Sat Jan 18, 2025 4:49 am
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No leads, no sales! Continuously generating leads is very important for your monthly sales success. Marketing (and sales itself of course) plays an important role by making a smart selection of which lead generation channels you are going to use. Offline channels, online channels… plenty of choice! But which channels do you use? How many leads and what quality can you expect from the different channels? And at what costs? In this article I try to help you make smart choices around the use of online and offline lead channels.
Lead generation and the sales plan
One of my clients came to me with the request to help him further with his sales strategy for a specific product (B2B). At the moment, this product is only sold via technical consultants (reactive). In afghanistan telegram number list order to grow, this is not enough and a solid sales plan is needed. As the intro already revealed, lead generation (quantity and quality) plays a crucial role in the success of the sales plan. Before I go into that, I would like to briefly discuss the most important steps for drawing up the sales plan.
Steps for the sales plan in brief
In order to come to a good sales plan, it is very important to first get a clear picture of your target group(s) that you are going to focus on. You also need to get a clear picture of what the purchasing process looks like. Think about: who are my potential customers, what are triggers to start searching, what is their need, how and where do they orient themselves (online vs. offline)? In short, you need to map out the buyer personas and buyers journey . Furthermore, you want to know how big the target group is and what the most important competitors are.
In addition, it is crucial to make the sales ambition concrete. How many sales do you want to have realized at the end of each month? Many choices to be made depend on this question. The answer determines the staffing of your sales department in terms of people, whether additional sales channels should be used, but also how many leads you should realize each month. You process all choices made in a business case that shows whether the costs to be incurred outweigh the expected (new) sales revenues.
No leads, no sales! Continuously generating leads is very important for your monthly sales success. Marketing (and sales itself of course) plays an important role by making a smart selection of which lead generation channels you are going to use. Offline channels, online channels… plenty of choice! But which channels do you use? How many leads and what quality can you expect from the different channels? And at what costs? In this article I try to help you make smart choices around the use of online and offline lead channels.
Lead generation and the sales plan
One of my clients came to me with the request to help him further with his sales strategy for a specific product (B2B). At the moment, this product is only sold via technical consultants (reactive). In afghanistan telegram number list order to grow, this is not enough and a solid sales plan is needed. As the intro already revealed, lead generation (quantity and quality) plays a crucial role in the success of the sales plan. Before I go into that, I would like to briefly discuss the most important steps for drawing up the sales plan.
Steps for the sales plan in brief
In order to come to a good sales plan, it is very important to first get a clear picture of your target group(s) that you are going to focus on. You also need to get a clear picture of what the purchasing process looks like. Think about: who are my potential customers, what are triggers to start searching, what is their need, how and where do they orient themselves (online vs. offline)? In short, you need to map out the buyer personas and buyers journey . Furthermore, you want to know how big the target group is and what the most important competitors are.
In addition, it is crucial to make the sales ambition concrete. How many sales do you want to have realized at the end of each month? Many choices to be made depend on this question. The answer determines the staffing of your sales department in terms of people, whether additional sales channels should be used, but also how many leads you should realize each month. You process all choices made in a business case that shows whether the costs to be incurred outweigh the expected (new) sales revenues.