Software For Lead Generation

An Overview Of What You Can Expect 

Do you know what lead generation is? It’s a way to develop, nurture, and keep track of the interest of prospective customers so that your sales team can convert them into customers.

How Lead Generation Is Changing 

The way that leads are generated has undergone a major change. In the past, the B2B marketing departments primarily focused on branding activities and building awareness, while another group would work the phones to talk to prospects and identify the ones who were ready for a sales talk. Things are different now that prospects have access to all the solution and product information they require through the Internet.

The marketing departments of today now understand that they no longer have to push the process of sales. Now, they use cross-channel marketing platforms and marketing automation to facilitate the buying process. Because of this, they are not using an approach that is dramatically different to nurture and cultivate their leads before they mark them as ready for a call from the sales department.

How To Educate A Prospect Over Time 

The process of lead generation in the modern market starts in the buying cycle much earlier than it did in the past. Marketers now position themselves where they are more likely to be found by potential customers who are searching for the information on a problem that the marketers can solve with their product in search engines, educational webinars, and social media websites. This process of education means that the sales process is positively engaging with the organization and works well to nurture leads. When an organization provides content that is valuable to the consumer, they are more likely to be remembered when it comes time to decide to make a purchase.


The so-called digital body language, the behavior of the prospect online, lets the sales team understand if they are ready to talk about making a purchase. This readiness to buy is identified through a process known as lead scoring, which weighs the behavior of the individual against a list of activities linked to the intent to buy. During the sales conversation, the discussion will revolve around service levels, pricing, and contracts but will have been made possible because of the foundation built earlier in the process of lead generation through buyer education.

Are Telephones Relevant Any Longer In the Lead Generation Process? 

Calling prospects still occur even though the phone is no longer the primary way of qualifying them. Either outsourced teams or inside team members continue to call prospects exhibiting some interest. This is done to further qualify and engage with prospective buyers. The call might be done to let the prospect know about an event or a value proposition as part of the engagement and nurturing process. In other cases, the call might be done to further qualify their level of interest by asking questions.

Closing It Out

The software used in today’s process of lead generation is focused on managing the life cycle of the lead process starting with the first engagement and extending through the nurturing process, scoring of the lead, and the ultimate hand off to the sales team. Even though the lead qualification process still includes teams on the phone, they are no longer the only method to determine which prospects are truly interested.

What is Lead Generation?


Lead generation is one of the life blood’s of your company.

If you don’t have strong lead generation you will:

  • Work harder
  • Make less money
  • Be less happy
  • and likely fail as a business

So what is it exactly?

Working from the most simple definition and according to our good friends at Perspective Edge: Jacksonville SEO Company, lead generation, is the process of generating leads.

What is a lead?

A lead is a prospect, a potential buyer, of your products/services.

How do we generate potential buyers?

I think generate is probably the wrong word. A better word would be, attract.

When it comes to “lead generation” we should be focused on attracting qualified buyers. In reality, I can’t create a prospect. They already exist and they better already have a desire for what I am offering. If I am having to convince them they want what I have, then I am fighting an uphill battle.

It’s like trying to sell a cheap hamburger to a guy who is full already full from a filet mignon. It’s just not going to happen. He’s full. Why would he want a hamburger?

But, if I found a really hungry guy who didn’t have a whole lot of money. It would be much easier to sell him the hamburger as it fits right in with what he wants and can afford.

We need to think in the same lines. Who is most attracted to my product? Those are the people I need to focus my marketing efforts on.

Is my product an expensive luxury type item? I shouldn’t be trying to convince all of the people out there how awesome my product is. They don’t care. They can’t see themselves enjoying what you have as they can’t afford it. There’s too much guilt. They don’t have the mindset for it.

Who would be most attracted to an item like this? Someone with some money and who is looking to impress others. They want the experience your luxury items gives them. They want to feel expensive. Make sure you check out Jacksonville SEO Yelp for a good example of this. Play into the desires and wants of your prospects. This is how you create a massive flow of leads that will actually buy your products.

You don’t want to have 500 leads that you have to call or follow up with that all say no to what you are offering.

Don’t waste time.

Create leads out of prospects that you know will want your products. There is no point trying to appeal to people who have too many barriers in the way of purchasing what you’re offering.

Here is an awesome video outlining some of the best lead generation methods:

Lead generation


We will be using this website to begin talking about lead generation.  What it is.  The best methods to deliver hot/solid leads.  How to convert those leads into paying customers.  And how to duplicate and automate the whole process so that even a monkey could do it.

So in this first post I’m going to give you a general overview of what we will be covering.  I will probably post some another article and some really good videos that will help you get the most out of your lead generation strategy.

Let’s talk about that strategy first.

Generally when people begin working on something they just start trying to do it.  Now, that can be good to overcome humps and to get yourself motivated, but if you start doing something without a direction and outline of what you are going to do, why you are going to do it and how you are going to accomplish it all.  You might just be spinning your wheels.

So let’s design a strategy by starting at the end goal.  So what should our end goal be for our lead generation strategy?

A ready to buy prospect.

Yes, maybe they still have some questions and a few things to clarify, but they have been given enough information that you don’t have to spend hours and multiple phone calls and meetings trying to convince to buy your product/service.   If your lead generation process is set up correctly it will do this for you.

Your lead generation process should answer questions, get rid of bad prospects, ask the right questions of your prospects and get them thinking about more than just the cost.

So how do we get there?

We do this through a systematized lead nurturing program.  Through automated emails and educational material that guides the prospect through these decisions so that when they come out they know they want to buy or they’ve already opted out.  Not all prospects are good prospects.  So don’t be afraid of losing the bad ones by having a process that forces your prospects to make decisions while they are going through it.  This will save you a lot of time and money in the long run.

And how do you get someone into the lead nurturing program?

You have to draw them in by positioning yourself in a place that they will see and be attracted to.  One of the best ways of doing this is by doing some advanced search engine optimization and getting your website in a place that will be seen by your prospects.

Surprisingly, the majority of people are still converted brought to a website through search engines, not social media.

So make sure you are focusing your efforts in the right places.

I might talk about this in the next post.  This is all for now.  I know it isn’t much, but it’s at least a start.