Lead Generation

For the solution seller there are two key aspects of lead generation.The first is account profiling. The solution seller needs to know what role each influencer or decision-maker plays in acquiring a solution, and what benefit each individual will gain. You must also know the current situation and identify the prospect’s compelling reasons to change. The second step, sales prospecting, means persuading the qualified prospect to take the next step in the sales process. The first contact is the most difficult and sensitive step in the sales process: trust and rapport must be established early on. Every contact that adds to the business intelligence is a success. If a contact is satisfied with their current solution, then the next date when they will review needs to be established. When a contact identifies a compelling reason to adopt your solution, follow-up collateral can be sent out, more account profiling information gathered and, ultimately, a sales appointment made. GMT’s teams are experienced in lead generation, able to articulate complex propositions and persuade qualified contacts to take the next step, leaving you with a sales pipeline uncluttered by poor prospects.

The benefits include:

Increased sales by allowing salespeople to focus on short-term, qualified opportunities.
Improved sales forecast by removing ‘feast to famine’ in the pipeline.
Increased sales by lead management, keeping in touch with medium- and long-term opportunities until they are ready to be moved into the pipeline.
Less time and money wasted on unqualified prospects.
Account profiling, business intelligence and lead generation information provided for sales management.
Better brand awareness through direct contact.