Generating sales leads should be like Christmas music during the holidays — you should find them everywhere.

Sales leads are the lifeblood for a growing company.

Need to generate more qualified leads from marketing? Not finding active buyers? Are you getting enough qualified leads to reach sales projections?

To find out how to generate leads, start by looking at your sales history. Ask yourself the following questions:

  • Where has our marketing leads traditionally come from?
  • Where are the active buyers entering your website?
  • Are those leads declining or increasing?
  • What type of people or businesses buys our products and services?

Once you have the answers you’ll be able to figure out how to find more leads. Understanding your target buying audience is the first and most crucial step toward developing a more effective lead hunting process.

Generating leads is a marketer’s single most important objective. Yet, only 1 in 10 marketers say their lead generation efforts are highly efficient and effective.

That’s why we’ve compiled the 30 greatest lead generation lessons in this brand new guide, so you can start reeling in leads on your website.

What is sales leads the definition?

A sales lead is a person or business who may eventually become a client. Sales lead also refers to the data that identifies an entity as a potential buyer of a product or service. Companies gain access to leads through advertising, SEO, content marketing, trade shows, PPC, third parties, and other marketing efforts.


How to Generate Sales Leads

Step two in your sales prospecting process is defining the ways you will begin to reach your target audience in order to garner qualified leads.

Make sure you don’t focus on one method of reaching that potential audience. Instead, diversify your process to include marketing and direct sales.

If these two departments are literally or figuratively separated by a cubicle wall in your office – knock it down! Many companies fail to effectively bridge the gap between marketing and sales.

But the sales team knows what kind of marketing will work on the street while the marketing team will be able to extrapolate that insight, turning it into actionable marketing content that will help you sell.

Deciding the methods and activities you will use to reach potential new customers depends on:

  • Who you are and what you’re selling.
  • Your individual market reality and the competition you’re up against.
  • Where your audience is “hanging out.”

Have you used a sales leads generator? Or a sales lead tracker?

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Developing a marketing and sales program to capture leads could incorporate a dozen different strategies stretched across the market:

  • Traditional advertising whether it’s offline or online
  • Email marketing
  • Social media posts including blogs, white papers or other content
  • Webinars
  • Video marketing
  • SEO strategy
  • Networking events
  • Good old fashioned snail mail
  • Sending out “brand ambassadors” to various events to share product samples
  • Event sponsorships
  • Cold calling…or anything else you can think of!

Using every trigger event to your advantage will help you know how to generate sales leads. If there is a current event happening in your industry that is relevant to your potential customer base, use it to your advantage.

While you’re reaching out to new potential customers, go back to existing clients and ask them for testimonials that will tell the story of your good work on their behalf.

Even better, ask existing customers if they know of someone who might benefit from your goods or services. Most companies fail to reap the benefits of the all-powerful customer referral.

Leads Take Time to Covert

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It takes about eight attempts to reach a new sales lead before they convert. The average sales rep makes two contacts per lead.

However, if marketing is applied properly, the marketing attempts can link with the sales reps calls to create a hospitable selling environment for the potential client.

If you reach the potential lead multiple times in multiple ways, ending with a sales call, the lead will likely already be familiar with your company. This makes the sales reps role much easier — to simply find out if this is the right time for a purchase.

Too, the best CRM (customer relationship management) systems offer automation that can work in tandem with your sales efforts so that every potential lead is being worked to its fullest potential.

If your prospect correctly, you will provide the right leads with the right marketing materials at just the right time.

When synchronized properly, all of your efforts will work together to reach hundreds of new leads which will ultimately pay off in increased sales.

Want to learn more about how to generate leads? Check out this eBook that will give you even more tips.

Your sales leads database is the prepped leads for the salesforce’s pipeline. A CRM system like HubSpot or Salesforce are great sales leads management platforms. These CRM systems can keep your sales leads list up-to-date and collaborative.

Connect with Your Customers


We’re listening.

Have something to say about marketing leads? Share it with us on Facebook, Twitter or LinkedIn.

Are you not getting the results you had hoped for with your current marketing agency? Let the experts at this Denver marketing agency help you generate more web traffic, converts more leads, and close more sales. Our team knows just what it takes to build and maintain a proven marketing strategy that drives high-quality leads. For more information, check out our marketing services or contact us to schedule a free consultation to discuss your needs and our services.

General FAQ’s

What are sales leads?

A sales lead is a person or business who may eventually become a client. Sales lead also refers to the data that identifies an entity as a potential buyer of a product or service. Companies gain access to sales leads through advertising, SEO, content marketing, trade shows, PPC, third parties, and other marketing efforts.

Why are sales lead important?

The importance of sales leads to a company are in business to make a profit. They can only make a profit if they provide the products and services according to customer’s demand.

How do I calculate how many leads are needed to generate clients?

First, divide the number of forecasted leads (7,500) by the visitor-to-lead capture rate (3%). By dividing 7,500 leads by 0.03, you will need more than 250,000 visitors to the website, which is 20,833 web visits per month.

What is the demand waterfall?

The SiriusDecisions Demand Waterfall is a modular framework designed to bring alignment and consistency to the?demand management process. The Demand Waterfall family includes three versions designed to address a variety of go-to-market strategies.

Want More Leads that Convert into Sales?

How much faster could you grow if you had more high-quality leads? How about better conversions?

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