Working-from-home is the new normal! With the pandemic happening, many companies pivoted to online operations to continuously run their business while keeping their employees safe. And many are still looking for people who can adjust their working style during these trying times.
And if you’re looking for opportunities yourself, a career as a lead generation specialist might be a good starting point.
Understanding the Sales Conversion Process
Lead generation strategies are typically created in companies that operate in B2B industries. And to do this, companies need lead generation specialists. A lead generation specialist’s primary job is to acquire and evaluate new leads.
Here are some essential skills you need to have to become a successful lead generation specialist.
Who is Your Buyer’s Persona
The foundation of sales is knowing who your customers are. After all, how can you find someone if you don’t know who you’re looking for? That’s why knowing your buyer’s persona is the most crucial skill.
Based on the data, who buys your products or services? How do they interact? What’s their income range? It is important when designing campaigns and sifting through quality leads in your sales funnel.
More often than not, you will be tasked to talk to leads and guide them through the sales process. You have to be equipped with communication skills to properly address their needs and objections if any. You should know how to build rapport and trust so that they can eventually become your company’s clients.
The sales conversion process involves looking for clients from different lead magnets through outbound and inbound marketing. It can be through cold calling, optimizing sales pages, email marketing, and many more.
You should have a grasp of digital marketing because this is the modern way of gathering leads for the company. It doesn’t mean you have to do the groundwork. You should just know how it works to create or suggest the best one for your team.
Knows How to Prequalify Leads
As a lead generation specialist, you have to know how to prequalify leads so that the sales team can focus on those with the highest potential. They look into the following:
Can Sift Through Interest vs. Intent
Not everyone wants to buy now. Sometimes, they are in the research stage before they pass on to avail of the products or services. And it’s quite hard to discern that at face value.
Lead generation specialists need to determine if the customer has only interest, or if they intend to avail now.
Can Determine If the Lead is a Decision-maker
Some leads aren’t in a position to buy. Sometimes, they have higher-ups who have the last say in the decision. As a lead generation specialist, you should also determine if they are the decision-makers.
It would be best to communicate with the decision-makers or at least find out who is so that the sales team can handle the client better.
Our strategies should be based on data. And past performance or other external metrics can be used to achieve that desired result. But then, you need to know how to analyze the data.
As a lead generation specialist, you should be able to analyze data in order to align your actions to achieve your company’s goals.
There you have it! Are you ready to become a successful lead generation specialist? With the skills above, you can become a cut above the rest. If you’re looking for opportunities as a lead generation specialist, you can check this link to find out more. Cheers!