Review by Damian Brockway – Managing Director of Pulse with 25 years sales and marketing experience including more than a decade of senior management experience with some major blue chip organisations.

What is lead generation?

What makes a good lead generator?

Where can you find good lead generators?

Why use lead generation services?

What makes a good lead generation company?

What is lead generation?

Sales people often refer to leads. What is a lead? In my opinion it is a qualified piece of information indicating that a person or business maybe interested in a product or service.

Why are leads important? Without them how would a company survive or grow?

If we do not know where our target market is we have to use very expensive and sometimes very hit and miss methods to source new business i.e. advertising or PR.

If we know where interested parties for our product or service are we are surely half way there – now we have to try and convince them to part with their money!

What makes a good lead generator?

Lead generators can come from a whole variety of places:

Telesales people

Telemarketing people

Website/s

Advertising

PR

Mailshots

Cold Calling

Sales promotional campaigns

Incentive schemes

Clever design

Search engine optimisation

Email campaign

Market research

All of the above may produce leads – the quality and quantity are obviously critical. How do we influence the quality and quantity?