Callbox Blog

How to Generate Quality Business Sales Leads

By Wade Henderson

The Lead Generation Conference 2009, held in Las Vegas, counted 1400 participants from 650 companies buying or selling leads. Two major trends emerge from this market.

While the quantity of the business sales leads is high on the list of priorities, the quality is probably the top one. For this reason, the participants developed scores in order to measure what aspects depict the quality of business sales leads.

While all participants agree that being able to match the supply to the demand is crucial. None of them had created a system to be able to do it. This aspect was rated with 60% of importance.

Reliable information on the user: 20% of the quality note. Are the data about the applicant correct? Verification can be done by systems online or by phone.

The ability of the leads to predict whether a customer will have intention of purchasing is considered with 20% of importance on the quality of a lead. Generally, leads are only useful after a period of 6 to 12 months and after having been verified.

Participants have different points of view regarding the speed at which the business sales leads need to be processed. Some argue that leads should be verified within hours after the leads were created, some think days are also possible. Most participants concluded that minutes or hours is the most effective speed of lead verification.

In order for the business sales leads to give good results the customers need to be reminded. There is a strong possibility of leads turning into sales when the customers are reminded by the companies (30% efficiency on reminders of the day, even on the following day). Calling customers back is improves the prospects of a sale, improving the speed is crucial.

Thinking positively, generation of business sales leads is a method to improve sales. It creates business because it links people who want to buy with people that want to sell. In times of crisis, business sales leads open a door to opportunities.