Productivity in B2B Lead Generation: Why Complacency could be a Bad Habit

Productivity-in-B2B-Lead-Generation-Why-Complacency-could-be-a-Bad-Habit

Success in any undertaking is usually judged on paper, but sometimes, numbers and data aren’t enough to paint the whole picture. Marketers are naturally inclined to rely on evaluative statistics to assess their progress, but there is a catch.

There are things that statistics cannot measure, such as your marketing team’s determination to reach your lead generation goals. You also cannot measure – with absolute certainty – the level of satisfaction of your clients.

That is why business marketers should avoid being complacent on the current progress of their campaigns. While measurable data can represent the growth and outputs of your marketing activities, it’s still important to check those which can only be measured by allotting personal attention to discuss about the present and future conditions.

  1. Hold regular meetings to check up on individual and team progress. Most leaders only hold meetings to plan for something or to resolve any issues. This doesn’t mean you can’t have meetings even if everything is going smooth.
  2. Talk to your sales team even though they’re not giving any negative feedback on the leads being passed on to them. Any sort of disconnect between you and them can ultimately be damaging to the entire process.
  3. Update, up-train. Make available a continuous developmental program for your team members, especially your telemarketers, for they provide the voice of your campaign. Make sure they are kept abreast with the latest trends and approaches in most if not all channels of online and traditional marketing.
  4. Listen to calls. Do you have Quality Analysts that monitor and evaluate calls and online conversations? Even seasoned veterans of the field still need to be checked up on, especially when dealing with new industries or modern interactions. Also, this a great way to discover what challenges telemarketers often encounter so they can be addressed as soon as possible before they blow out of proportion.
  5. Ask input from anyone in your team. It’s a team effort, at the end of the day, and that entails having everyone’s voice being heard. Leaders cannot be complacent and think that their members don’t have any problems just because they’re not saying anything about it. Conversely, members cannot be complacent and think that their leaders are always happy with their performance just because they’re not complaining. Hear each other out, and come up with the best way to carry out your marketing campaigns.