Customized Lead and Demand Generation Solutions

What is lead generation?

Technically, lead generation is the process of nurturing interest in a product or service until it is ready to be converted to sales. Practically, lead generation is the first part of your sales funnel. Ideally, you want to manage it so that leads are reliably processed in line with your business needs.

For many businesses, this means a steady flow of leads all year round. For some, however, it means building up leads so that they mature in time for a certain event, often Christmas. Either way, an effective lead-generation strategy will deliver what the sales team needs when they need it.

The very best lead-generation strategies typically nudge the targets along from one point to the next. This has the effect of ensuring that targets are suitably pre-qualified for their next move. Effectively pre-qualifying targets is essential to avoid wasting resources by attempting to sell to people who are not yet ready to purchase.

For example, in most cases, showing interest in a social-media post is a pre-qualification for being recommended to subscribe to the account. It is not, generally, a prequalification for an approach from sales. The possible exception to this is if the social-media post was explicitly a sales-related post.

The Challenges Of Lead Generation

Probably the single, biggest challenge of lead generation is undertaking it effectively without overspending. This challenge is particularly significant for SMBs. Major corporations can afford to run a strong multi-channel approach paired with first-class content. Even for them, however, it is becoming increasingly difficult to reach the right target buyers at the right time.

SMBs are working on much smaller budgets. This means that increasing the number of channels they work across creates the risk of diluting their impact on each channel. Given the level of competitiveness on all channels, this means that they are at serious risk of diminishing returns.

As a result, many SMBs choose to focus their resources on a more limited number of channels. This often helps to improve the quality of the content they produce for these channels and hence improve their competitiveness. It does, however, mean that they have access to a smaller pool of leads. This makes it even more important to make the most of it.

For many SMBs, the only way to get maximum value out of the channels they use is to leverage technology. In simple terms, using technology to do the bulk of the work frees up human staff for tasks where they can really add value.

Why Choose Access Next ?

Accessnext has developed predictive analytics technology that accesses multiple layers of buyer intent. This is matched with a research-backed contact database, to generate high-quality leads from your content.

In other words, PureSyndication cuts out the irrelevant background noise and works to generate high-quality, in-market leads. It also provides you with actionable insight into your in-market buyers’ intent activity.