B2B Lead Generation Companies: Don’t Let Them Die Young Many promising sales leads die early because there is no effective process in place. The article stresses the need for delegating responsibilities and developing a sound system for nurturing leads. Dividing responsibilities among various departments and making them answerable is essential for B2B lead generation companies. A company may fail to do well despite generating countless new business leads because no one knows their roles and responsibilities in the process. All the fresh leads pumped into the sales funnel by B2B lead generation companies would fail to generate business if, for example, marketing and sales departments are not sure where one is supposed to hand over the baton to the other. This confusion leads to the loss of some very promising opportunities as there is no concrete effort to understand the needs and pains of the prospects or to get appointments with the decision makers. Clarifying expectations from every department is imperative for the success of any sales organization. Generating and pumping fresh sales leads into the sales pipeline has no meaning unless you have an effective process for filtering business leads- it will only lead to a gross wastage of time and resources, and of course to missed opportunities. Here are three tips to help you make sure that you are doing what it takes to keep your leads alive: Clearly define your sales funnel: Many B2B lead generation companies commit the mistake of not identifying their sales funnel. In fact, nearly two-thirds of the sales organizations fail to identify a sales funnel at all. If you lack a clearly defined process for filtering, measuring, sorting and prioritizing business leads; you are going to miss out on some very promising opportunities. Qualify your leads before handing them over to sales team: It is a general notion that generating loads of fresh leads would boost a company’s business and enhance their profit margins. However, if you are not qualifying your sales leads before handing them over to the sales team, you are doing the organization a great disservice. Unfortunately, only about one-fourths of the leads are actually qualified before they come to the sales people. This means that they are wasting their valuable time calling prospects not yet ready to buy. Nurture your existing business leads: Sales organizations often fail to realize that lead nurturing and follow-up is just as important as lead generation itself. Very often a prospect is not motivated enough to buy immediately, but it doesn’t mean that they are not interested in dealing with you forever. If you are not nurturing these leads by developing a process for a regular follow-up, you are missing out on a great fortune. Delegating responsibilities and developing effective processes is essential for B2B lead generation companies in order to taste greater success. Following some fundamental principles in this regard is just as important as adopting novel strategies and using latest technologies.