When a firm starts looking at innovative lead generation techniques, it is worth knowing where to focus your attention when asking for ideas from sales and marketing teams. In this article, we take a look at the three factors you need to consider.

Begin with thinking of new ways for the company to actually start bringing in money. This might be ascertained from the company’s own business growth strategies or even the product innovation strategy (i.e. new products or changes and services). Any variations in product lines can be considered for new sales channels and tailoring lead generation to focus on these customers (e.g. offering a product as part of an existing service).

The next angle to consider is to put yourself in the place of your customers, who may be experiencing quite limited budgets in these current times. Try to work out some of the different ways that could make it easier for them to financially afford buying your products. This might involve purchasing product bundles or even consider the more extreme example of licensing out product creation to some large-scale producer (who then subsequently sell it a discount).

Finally, focus on your own sales staff and how you can improve their sales lead generation techniques. For some, it may involve generic training in generating leads. For many, it may involve educating them about the product innovation strategy within the firm and how these new sales offerings/channels can be targeted against new customers. You could also consider different incentive schemes to try and focus staff in on which types of customers they should be going after.

For any firm to survive, they need to be constantly generating new leads and new customers. Consider new channels, global markets or product strategies along with improving your existing sales staff in an effort to provide the ultimate goal of bringing in more profits for the company.