Lead Generation – Frequently Asked Questions

This section of our B2B Lead Generation FAQ is general. Pertaining to a wide variety of different forms of Lead Generation Solutions.

What is Lead Generation?

Lead Generation is the process of targeting prospects for the purpose of selling them a Business Solution. The beginning phase of the Sales Process, which covers the outreach and initial contact phase, is called Lead Generation.

How do Companies Generate Leads?

There are many methods for generating Sales Leads. However, some are more common than others.

For Example:

1. 1. Cold Calling a targeted list of Prospects
   2. Hosting Webinars and collecting Registrant Information
   3. Automated Chat Bots on the Company Website
   4. Email Campaigns

Interest can be determined once a two-way communication between the Prospect and the Sales Organization occurs. Therefore indicating if the sales conversation should progress further.

Once interest is established, the Lead is Generated and Qualifying begins.

Is Lead Generation Worth it?

If business growth through increasing Sales results is a priority for your business, Lead Generation is likely worth the expense.

There are two ways to grow a business.

The first option is to increase the amount of money your existing customers are spending with you. For example, you could add a new product line or offer complimentary services.

The second option is to add new customers to the business. This requires some form of Lead Generation to be implemented.

In short, the expense of Lead Generation is likely worth it to attract new customers and the revenue opportunities they bring with them.

Is Lead Generation Sales or Marketing?

Lead Generation can apply to both Sales and Marketing.

Lead Generation for Sales typically sees a individual or team reaching out to the most ideal prospects.Subsequently engaging them in a Sales conversation.

For Marketing, Lead Generation often includes the use of marketing materials (blogs, webinars, etc.) to attract potential prospects to your business.

Each individual Sales Organization must decide which is the correct approach for them. Consequently, many Sales Organizations leverage both methods of Lead Generation to drive their business growth.

Atlantic Growth Solutions – Lead Generation Questions

This B2B Lead Generation FAQ section is specific to Atlantic Growth Solutions. Covering our Qualified Lead Generation Solution for Businesses.

What is the Definition of a Qualified Lead?

Qualified Leads meet or exceed a set of specified criteria. Most often, BANT is the Qualifying Framework companies implement to Qualify their Business to Business (B2B) Sales Leads.

What is the BANT Qualifying Framework?

BANT stands for Budget, Authority, Need and Timeline.

• • Budget is the Prospect’s ability to Afford your Solution.
  • Authority establishes that you are speaking to the right person. ex: Decision Maker, Influencer or Evaluator.
  • Need is understanding the compelling reason the Prospect has that requires your solution.
  • Timeline creates an understanding of the key milestones within the Prospects organization and when those are likely to occur.

How is a Qualified Lead Generated?

Qualified Leads are generated through the Business Development process. By using a series of contact methods at the proper intervals of time, a connection with a Prospect is made. Qualifying questions are asked once the Prospect begins interacting with the Sales Team. As a result, the questions will help establish if there is an opportunity to sell your solution to the prospect.

Are the Qualified Leads Guaranteed to Close?

Your Sales Organization is responsible for winning the new business once the Qualified Lead is Generated.

However, a Qualified Lead has more likelihood to be won. Consequently due to the critical qualifying factors being established early.

Qualifying with the BANT Framework removes much of the risk from traditional Sales Processes. That is to say it enforces discussion of critical information early and often. Thus, preventing surprises later in the Sales Process.

What is the Payback of Outsourcing Lead Generation?

When evaluating the payback of using a Lead Generation Service, the ratio of Customer Acquisition Cost vs Lifetime Value of the Customer (CAC:LTV) is used.

For Example, if it costs $50,000 to acquire 10 customers, and those customers will spend $10,000 each, per year, for 3 years ($300,000 total revenue) then:

CAC:LTV would be $50,000 : $300,000 or $1 : $6

This can be read as: For $1 spent on Lead Generation, the company is making $6 in revenue.

Typically, anything over 1:3 for CAC:LTV is considered a good business decision.

How many Qualified Leads can AGS Generate for me?

The amount of leads AGS will be able to qualify depends on a few factors:

1. 1.  How Unique your Value Proposition is
   2.  Number of Accounts We Target
   3.  Number of AGS Revenue Engineers assigned to your Project
   4. Length of Sales Cycle in Your Target Industry

For instance, some of our clients have received 20 Qualified Leads in 4 Months, while others have seen  3,000+ in 60 Months.

My solution is very technical, How do you generate Qualified Leads without Technical Knowledge?

Our Lead Generation Process is based on identifying a need the prospect has. To do that, we only require enough knowledge of your product or solution to ask prospects the right questions.

Once the lead is qualified and handed to your sales team, that is when the technical stage of your sales process can begin. This creates a natural transition for the AGS team to hand over the Qualified Lead to your Experts for the technical stage of your Sales Process.

We are simply qualifying that a sales opportunity exists, letting your sales team win the business.

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