Is it time to collaborate on your lead gener…

Are you constantly fighting an uphill battle to improve ROI on your marketing spend? Are you finding it more difficult or time consuming to get into meaningful conversations with decision makers? Too often, senior economic development organization (EDO) executives spend their time speaking with clients that have not been properly qualified.

Whatever challenge you’re facing, collaborating with a sales partner is a cost-effective method to ensure your time is spent on real business conversations that lead to new investment.

But how do you know when it’s time to collaborate? Here are 4 signs.

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1. Your sales targets aren’t being met

A sales team comes with a significant cost overhead, and if this is coupled with sales targets not being met, this will have a substantial effect on new business.

Collaborating with a specialist lead generation company is an incredibly cost-effective way to meet your sales targets because it frees up your team to sell more. The FDI sales process has become longer and more complex. Each stage in the sales cycle requires different skills and experience levels.

Collaborating on the pre-engagement part of the sales process ensures that you get qualified meetings with decision makers at an appropriate cost point.  Your salespeople won’t waste their time attending meetings that aren’t going to be beneficial. And they’ll be able to excel at what they’re good at – selling!

The result: you’ll close more business, faster.

2. You need to build your sales pipeline with medium to long-term opportunities to sustain growth

A recent study showed that for 69% of sales professionals, their biggest barrier to success is the lack of qualified leads. The right business lead generation partner will qualify activity into short, mid and long term. They’ll have the market intelligence and industry expertise to identify and engage your ideal customers at all points in the sales cycle.

Ultimately, they’ll carry out the groundwork to ensure that you build lasting relationships with the exact individuals and companies that will most benefit your location.

3. You want to break into a new market, or develop a new route to market, but haven’t been successful in your efforts so far

Even if you’re operating successfully – creating new investment and jobs – you could still benefit from collaboration if you’re developing a new investor offering or entering a new market.

For example, if you’re looking to break into a new country, you will not only need someone to organise the initial introductions, but you will need someone who is familiar with the culture of that country and that speaks the language. Different countries require different approaches and you need to make sure that you are working with someone who is well versed in this.

They will be in a position to advise you on the best way forward, and let you know whether your expectations are realistic.

4. You’re struggling to prove ROI on your sales and marketing spend

Improving ROI is the ultimate challenge for any marketing director.

The right lead generation partner will be totally transparent, so you’ll know precisely what you’re spending and how you’re benefitting. They’ll be up front about what they can achieve and will work with you to define tangible objectives, delivering a quantifiable pipeline of opportunities.

You’ll have your own dedicated account manager and will get real-time updates, so you will always know precisely where you are on a project.

What’s more, your sales people will become more efficient, as the right partner will only pass on opportunities that meet agreed criteria. And they’ll be constantly reviewing and refining, so that your strategy evolves to give the best value for your business.

Sound familiar?

If so, leveraging on an experienced lead generation partner is an effective way to overcome your challenges and achieve your goals. Contact our team for more information on how HMC Global can help you meet your marketing objectives.

 


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