Lead Generation as a Service

Lead Generation is primarily a marketing task to produce a steady stream of sales-qualified leads (SQLs) for the sales development representative (SDR). This can be achieved through various channels, such as warm outreach, cold outreach, content marketing, or paid advertising. In smaller companies, the SDR might also handle lead generation, but for more significant lead flows, it is more cost-effective to have a dedicated marketing department.

Lead Qualification – the typical responsibility of a sales development representative

Lead Qualification is a critical task managed by the Sales Development Representative (SDR). The main objective is to engage with potential and marketing-qualified leads, set appointments, conduct initial web presentations, and determine if these leads fit the ideal customer profile. The goal is to produce sales-accepted leads (SALs) which are handed over to the account executive (AE).

Sales as a Service – when the salesman comes into play

Sales as a Service refers to the complete sales process managed by an experienced account executive. Upon receiving Sales Accepted Leads, the Account Executive drives the sales journey by discovering the decision criteria, assessing needs, authority, budget, and timeline, and providing tailored proposals. The Account Executive also handles objections, rejections, and upselling. This role is pivotal in revenue generation and, while being the highest paid in the sales process, is an integrated part of a larger team.

The marketing team plays a crucial role in the initial stages of the sales process. Their primary objective is to generate marketing-qualified leads (MQLs) and sales-qualified leads (SQLs). The sales-qualified leads are handed over to the sales development representatives.

The involved tasks include:

• Content Marketing: Creating valuable content that attracts potential customers and encourages them to engage with the company.
• Paid Advertising: Using online platforms like Google Ads, Facebook Ads, and LinkedIn Ads to target potential leads.
• Warm Outreach: Engaging with existing contacts and past clients to generate new leads.
  Cold Outreach: Identifying and contacting potential leads who have not yet interacted with the company.

The SDR is responsible for qualifying the leads generated by the marketing team.

Their role includes:

• Initial Contact: Reaching out to potential and marketing-qualified leads through phone calls, emails, or social media.
• Appointment Setting: Scheduling meetings between the lead and the account executive.
• Initial Presentations: Conducting web presentations to introduce the company’s products or services.
  Lead Qualification: Assess whether the lead fits the ideal customer profile and move qualified leads to the next stage.

The Account Executive (or Sales Manager) is the backbone of the sales process, responsible for closing deals and driving revenue.

Their tasks include:

• Sales Journey Management: Leading the potential customer through the sales funnel from initial contact to closing.
• Needs Assessment: Understanding the client’s requirements, decision criteria, and constraints.
• Proposal Creation: Developing customised proposals that address the client’s needs.
• Handling Objections: Addressing any concerns or objections the potential client may have.
• Closing Deals: Finalising the sale and ensuring the client is satisfied with the terms.
• Upselling: Identifying opportunities to offer additional products or services that would benefit the client.Followups & Deal Pipeline Management: Follow up regularly with potential and existing clients and develop new business opportunities.

The Head of Sales oversees the entire sales team, ensuring targets are met and the sales process runs smoothly. The head of sales owns the numbers, strategy, and processes.

Their responsibilities include:

• Team Management: Leading, mentoring, and motivating the sales team.
• Strategy Development: Creating and implementing sales strategies that align with the company’s goals.
• Performance Monitoring:  Tracking the performance of the sales team and individual members.
• Reporting: Providing regular reports to senior management on sales performance and forecasts.Process Optimization: Continuously improving the sales process to increase efficiency and effectiveness.

1. Understanding what the client aims to achieve in terms of sales. Do they need Leads? More Deals or more Revenue? How many Leads are currently in the Pipeline? Where is the current bottleneck in the process? We examine their long-term and short-term objectives to ensure our strategy aligns with their vision.

2. Budget Evaluation: Ensuring the proposed solutions fit within the client’s financial parameters. This helps in creating a realistic and achievable plan.

3. Timeline: Creating a realistic timeline for achieving reachable goals. This includes setting milestones and deadlines to keep the process on track.