Common Mistakes In Lead Nurture Strategy To Be Avoided In 2020

lead nurture strategy

In the initial stages of business you must focus on gathering an audience from which you can fetch quality leads. It’s essential that you turn that audience into quality leads through smart lead generation. But there are quite a few mistakes that seem to come up along the way. These mistakes can cause problems getting you the results you want for your business. Before you watch all your traffic go on by without turning into a lead, take a look at a few mistakes in lead nurture strategy you should be avoiding.

Missing or non-existent landing pages

When your web page receives traffic because of a promotion or ad, you must have a landing page that is related directly to what your audience clicked on. If you make them land on a full-content web page then there is a huge chance that they will leave and go somewhere else. The landing page should be the one that directs your audience and doesn’t misguide them. That’s how they go from traffic to a lead because you are gathering information.

Want to know more about getting high quality leads? Read our blog

Performing too generic tasks

You want to have information and details that can attract a plethora of types of businesses to yours. It’s somewhat of a two-way street though, because you don’t want to be too generic in hopes of attracting everyone.

It’s up to you to narrow down your audience a bit and figure out exactly what kind of information they are interested in. By producing more personalized content, you will find better matches for your company.

Investing too much or too little on Social Media campaigns

Customers are driven by social media today. In fact, the entire world is. Everyone is on Facebook, Twitter, Snapchat, Instagram, and other platforms. This makes companies invest more on social media marketing.

However, they do happen to make some mistakes that drive their audience away. Either they are not putting out enough information, or basically, they start up a page and leave it. Or, they are dumping too much information out and overloading their visitors. What works best is when companies distribute quality content at decent intervals to catch and keep the attention of the audience.

Unable to nurture leads

Many marketing teams think that when they get a lead to land on their page and complete the campaign, they are done with the process. That’s not exactly true. Only a little over 10% are ready to make a purchase when they respond to campaigns. To get the remaining traffic to commit to something, you have to nurture the leads and give them some personalized and focused attention to keep them interested. And marketing automation is of great help here.

Marketing automation is all about timing. A great follow up strategy would be to find out whenever a prospect’s timing is changing to your advantage and to build a relationship with prospects whose timing isn’t quite right yet.

Marketing teams struggle to figure out the perfect and most nurturing message to send out to their leads. But a smart marketer knows how to control emotions through email copywriting, social media messaging, etc, which is an aspect often overlooked.

Nail social media marketing with these hot and trending tips!

Irregular monitoring and updates

In B2B lead generation, you can’t just set and forget about your campaign. You might be getting a good number of leads, so you think your job is done and you can keep doing the same thing. Well, what works at one time isn’t necessarily going to work later on.

In order to build successful campaigns, you must keep a close eye on what’s working and what isn’t. The methods that aren’t working need to be tweaked and updated so that they can start getting results again.

Quitting too soon

Once you try and make contact with a potential quality lead, there is a good chance that they aren’t going to respond. In fact, it takes about 5 attempts at reaching someone through a lead generation before it is successful.

This means you can’t email them once and when they fail to answer you, forget about them. It’s only going to work if you keep working at it with consistency. Stick with them remaining consistent with your nurturing until they are ready to make a decision in your favor for an effective lead nurture strategy.

Ineffective or missing CTA

Your CTA is the most crucial part of the whole process of lead generation. It informs and educates your visitors what to do next. It’s when they click through on a free trial, email list, or download something from your site that you gather their information.

If an effective CTA is missing, there is no other way to collect the details you need to try and convert those leads. Make sure that your CTA is noticeable and easy to proceed with. If you put an overly complicated CTA, your traffic isn’t going to bother with it. Keep it clear and simple, you will see how well your CTAs work that way!

If you would like to know more about lead nurture strategy and marketing automation, please visit LeadMi!


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6 Best Practices For Linkedin Lead Generation

linkedin lead generation

Let’s understand LinkedIn lead generation by starting with a few interesting stats – 

linkedin lead generation

These compelling stats prove that for most businesses, especially B2B, Linkedin is the most effective social media channel which gives its users the ability to build and grow professional networks to reach their potential buyers just with the tap of one button “Connect”.

Lead generation via Linkedin is an integral part of any digital marketing strategy and today we will be discussing – How can it be leveraged to its maximum?

Read on….

LinkedIn lead generation best practices

1. Identifying your buyer persona

It might sound basic, but according to Hubspot’s report in 2018, 52% of marketers say that they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last.

Hence, it is very important for marketing and sales teams to answer the question – “Who is your buyer?” collectively to reach common ground and minimise wastage of efforts.

Always remember, that having a very broad target audience or a very narrow one – can drive ambiguous and unreliable results. Before defining your target audience using hundreds of filters, always keep one thought in mind – When your potential buyer reads about you and your brand/product, they should think that your existence in the market is to be of service to them and you are exactly what they need, right now. Segmentation of this intricacy drives the maximum results.

Read more about buyer persona here

2. Linkedin Sales Navigator

With most of the users using Linkedin for marketing or selling their products, Linkedin introduced Sales Navigator back in 2014. However, only since 2018, salespeople have started relying on Sales Navigator as a viable resource for expanding customer relationships, acquiring new businesses and improving productivity.

However, till date, Sales Navigator cannot be used as an only tool for lead generation via Linkedin due to multiple limitations – like outdated information, limited user-base, availability of only personal email IDs as contact information and more. Also, the problem of being able to generate only a small chunk of leads on a day-to-day basis makes it even more difficult to scale.

In such scenarios, using platforms like helps you leverage all the features available in Sales Navigator and multiple other social media channels. Avail validated contact information and without any audience limitations.

3. Linkedin Lead Gen Forms

In case you are doing Linkedin ads, then the best way to do lead generation would be via Linkedin Lead Gen Forms.

As soon as a person clicks on your Linkedin Ad for downloading your lead magnet, Linkedin Lead Gen Forms take them to an auto-filled form with all the required professional information from their Linkedin profile. The key here is that without any manual efforts from your lead’s end, a validated lead is created in your CRM automatically.

For these forms, Linkedin displays large and dynamic CTA buttons, mostly to make it mobile-friendly. Hence, designing your Ad accordingly will help in deriving the maximum results.

4. Prepare the end-to-end Sales process before beginning

Once you start leveraging Linkedin for lead generation, you get access to potential leads for your business, in abundance. For most of the companies, this becomes a big issue because the sales process is not aligned to its entirety.

The cost of getting back a customer who is already lost, is very high as compared to retaining them. So, plan out your entire sales journey and also the marketing around it for maximum engagement and conversions.

5. Clear and convincing messaging

In today’s social media world, user attention is a scarce resource, making it extremely complicated to get your message noticed. Hence, you have to focus on multiple aspects of your messaging to connect instantly with your buyers and enabling them to relate to your product and showing true value.

An ideal way of doing this is classifying your messages as answers to questions like –
What do you do?
Why do you do it?
How do you do it?
How much does it cost?

If your messaging is answering more than 2 questions at once, then there are very high chances for the potential buyers to not show any interest.

However, if your messaging is answering questions like –

What is in it for your customers?
Why is it better than your competitor?
What results have you produced?

Then the chances of getting an immediate response showing interest are higher.

6. A/B Testing

Test, test and test!

You will never know if your lead generation strategy is providing you with the best results unless you perform multiple A/B tests to find the ideal combination of tools, methods and messaging. Hence, it is always suggested to do A/B testing before finalising your Linkedin Lead Generation Strategy.


If you’re a B2B company, then data and research suggest that you’re most likely to find your potential buyers on LinkedIn. There are several paid and free strategies that will help you find them. Some of these strategies can be tedious and time-consuming. But they help you find hot leads so you can nurture them better.

The key is to push maximum relevant content and measure the ROI with the help of your lead generation tool. This strategy takes all the guesswork out of the box. As a result, you can contact your potential buyers with confidence.

Reach out to LeadMi if you would like to know more!

How Does A Lead Generation Software Improve Your Sales Velocity?

lead generation software

Sales is what makes the B2B world go round. The more sales you make the more successful you are. The faster you make these sales the faster is the growth that you ensure for your business. With such a fast-paced trend in the market ‘sales velocity’ has, as a result, become the new buzzword in town. Therefore, a lead generation software is now more important than ever because the technology offers speed, accuracy and ways to measure ROI and growth.

What is a lead generation software?

A lead generation software is a tool that helps sales and marketing teams generate leads through digital channels. It streamlines the process of identifying potential customers, also known as leads, and targeting them through smart activities.

A software, in this case, will expedite the process and facilitate:

  1. Acquisition 
  2. Nurturing 
  3. Scoring 
  4. Management 
  5. Lead Generation Process Evaluation 

Read more about lead generation and how it is useful for your business

What is sales velocity?

Sales velocity measures how fast your business is making sales conversions and generating revenue. In simpler words, sales velocity accurately calculates how fast your business is making money. You get to keep a close eye on how your sales team is performing. You can measure the impact of existing strategies and 

If you want to measure the productivity and ROI of your sales team then keeping tabs on sales velocity will help you improve and grow.

Read more about sales velocity in detail here

How does a lead generation software improve sales velocity?

A lead generation software can improve sales velocity in a number of ways.

  1. Find leads faster

Since sales velocity is all about measuring how fast your company is getting sales conversions it is important to ensure that you acquire leads at an equally fast pace.

A lead generation tool will help you acquire interested leads and engage with them. The faster you find these leads with the help of a lead generation tool the faster you will be able to segment them. If they seem interested you go ahead with them. If they don’t seem interested, they drop off and you get to focus on the next potential customer.

  1. Track leads status for better engagement

A lead generation software will help you engage with leads in a personalised manner.

If you really want to convert leads into customers at a faster pace then you must be aware of the stage at which they are in your pipeline.

When you engage with these leads you ensure that the interested ones don’t drop off.

  1. Focus on retention

Sales velocity is not only about generating sales and filling in your sales bucket. What if the sales bucket is leaky and you have to find a fix for it?

A solid lead generation software helps you identify pain points, faults or errors in the customer journey right on time. So, you get ample opportunity to find a fix for those errors, correct them and increase customer retention.

This way, your sales velocity doesn’t get a hit. You win customers by acquiring them and at the same time retain them with personalised engagement.

  1. Measure results for improvement

A lead generation tool will help you fill the gaps in your lead/customer journey so that you can focus on improvement. When you work towards improvement you plan the correct growth strategy.

Further, you get the chance to review how you guide prospects through the sales pipeline. You would not want your prospects to go silent. So, focus on personalising and improving leads and customer journey to keep up the sales velocity. And, of course, this is easier with a lead generation tool.


Keep up the sales velocity in your company with the help of an effective lead generation tool. The key is to look for ways to improve and the best way to ensure improvement is constant growth measurement through a lead generation tool.

To know more about sales velocity, lead generation and growth, visit LeadMi

What Is Sales Velocity And Why Should Your Business Track It?

increase your sales velocity

The internet, and along with it technology keeps growing and evolving. A prime example of that would be marketing. It happens to be one of the most data-driven activities in the business. Sales, on the other hand, hasn’t changed as much. The same processes while do help with calculating commissions, doesn’t do much to improve overall sales productivity. What will truly help is Sales Velocity, a management metric that has recently gained popularity. But before we proceed any further.

How Do We Define Sales Velocity?

Sales Velocity is a measurement of how fast you’re making money. This management metric is a prominent aspect of sales, yet we don’t give it too much attention. Due to it considering other aspects like trial length, features to measure sales productivity, and pricing is a valuable part of sales.

In simpler words, it is a measure of how quickly business deals are closed, after a customer shows interest in the form of a lead generation. But how do we use it to it’s best potential?

Why Should You Track It?

  • It is quite evident that sales velocity is essential for the growth of your business. 
  • The higher the sales velocity is, the more revenue you’re bringing in.
  • Keeping track of this will help you understand how the sales process impacts your business over time. 
  • It also helps you determine whether your sales process can be optimized.

Accurately Calculating Your Sales Velocity

With how important sales velocity is for, correctly calculating it is extremely crucial.

You first multiply your opportunities created in a period, then divide all that by your sales cycle. Once you do, run each of them through the equation. 

Sales Velocity = Number of Opportunities x Deal Value x Win Rate / Length of Sales Cycle

What Are Its Four Variables?

1. Number of Opportunities

Your pipeline contains a certain number of opportunities(leads). You have to ensure that the opportunities it does contain are qualified, since anything under wouldn’t be good. If it is packed with bad opportunities, there is a slight chance that some of them will convert.

2. Deal Value

Sometimes to referred to as the Average Purchase Value, is simply the average selling price for the deals you close in a month. 

3. Win Rate

The average win rate depends on the number of quality leads you have. How do you identify your win rate? You divide your number of sales win by the total number of opportunities.

4. Length Of Sales Cycle

You measure the length of sales cycle in months, which is why this is the only factor you wouldn’t want to increase. It is also often referred to as an Average Sales Cycle Length.

How Do You Increase Your Sales Velocity?

Now that we know how tracking works, let’s recognize how we can increase and improve it. 

The prime factor that affects your sales velocity is lead generation. The lesser time a lead spends in the pipeline, the higher its chances of making a deal with you. 

But how do you find the best leads? 

A lead is a person who is interested in your brand or the services you offer. Leads are the most important aspect for sales velocity. But how do we find said leads? That is where lead generation comes into play. 

The process of finding potential customers is called lead generation. It is also a method of funnelling in your potential buyers.

Now that we know what lead generation is, does it play an integral part for your business?

The obvious answer is that lead generation is extremely important for the growth of your business. LeadMi can help by generating quality leads that have a higher chance of converting. 

An extremely efficient way is to add more opportunities to your pipeline. While maintaining a healthy pipeline should be your prime focus, learning about your prospective buyers/companies could always give you an upperhand.

Data – driven sales can also give you that much needed edge. Why? The sales velocity is inversely proportional to the sales cycle value. This and many other methods can give your sales velocity that much needed push. 

To learn more, read our blog on What Is Lead Generation And How Is It Useful For Your Business?


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5 Different Stages Of The Sales Pipeline

sales pipeline

To understand the different stages of a sales pipeline it is important for us to be able to visualise the entire process end-to-end. A visual representation may not exactly help employees understand it but it definitely helps give a better and clear picture of how individual teams proceed with the sales process.

According to data, 63% of executives believe that their teams can perform more efficiently if they put in greater efforts to streamline their sales pipelines. Inside story, if you really want to save thousands of dollars by increasing your team’s efficiency then you must work to analyse your sales pipeline and efforts.

Understanding the different stages of a sales pipeline

What does a sales pipeline look like?

A sales pipeline is a step-by-step representation of the path that you make your customers take so that you can close a deal. There is no generic representation since different organizations will have different requirements and a unique set of target market. However, the flows remain similar and the ultimate goal is to achieve a successful sales deal.

Let’s look at the 4 crucial stages of a sales pipeline.


Prospecting or lead generation, how we would usually like to call it, is the first step in the sales pipeline.


When you are prospecting, you are looking for prospects and identifying the people who may have an interest in your product. After which you make efforts to ensure that your offerings are visible to these prospects.


There are different ways in which you can approach prospecting. Every sales prospect will not turn out to be a good fit. A very small percentage of initial prospects fit the journey. Therefore, marketers need to generate more than just 1 prospect so that the sales teams can pursue them to make a sell.

Get your first 100 leads with these 12 effective ways


There are subcategories in prospecting.

Cold prospecting

For cold prospecting, your team reaches out to potential clients through various channels. Some of these methods include cold calling, emails and social media reach out.

This is slightly different and difficult to crack than digital marketing because the lead has not interacted with your product industry before. So, sales teams conduct brainstorming sessions to create the perfect script that works with such leads.


Here’s how you can write the perfect cold calling script for your business

Warm prospecting

This method of prospecting is focused on making a connection with potential clients who’ve shown interest in your product or service.


For example, if you run social media ad campaigns or grow online visibility of your website organically then prospective buyers can reach out to you through various mediums.


After you identify a prospect, the next goal is to determine the prospect’s actual level of interest and continue to move them forward through the pipeline. At this point if the prospect seems interested then you carry them forward and assign them as a lead.


Typically, sales teams have a casual or in-depth conversation with the prospect before marking them as a lead. Depending upon their interest level and how much they already know about your product, sales teams pursue them further.


When you determine that a lead fits your criteria, you can continue targeted and personalized outreach to them through intelligent content distribution, marketing automation, etc.


You can give them information about how you have solved specific problems that are similar to theirs. You can also tell them about how you have helped other companies improve their processes and increase efficiency.


The purchase step seems like it could be an easy one to negotiate. After all, if you’ve kept your prospect loyal through all the preceding steps, it should be a piece of cake to get the documents signed and make it official, right?


As much as closing a deal seems easy at this stage it is important to keep up the persistence.


Don’t let your leads lose interest or go lukewarm and miss the connection altogether. You must make them believe that they are investing and not wasting their time and money. Show them value in this investment.


With all your hardwork and a little bit of luck, you will be able to close the deal and make a sale. However, you are still not finished at this stage.


If you have made promises to the lead then you must ensure that you fulfil them without fail. You can create a smooth transition for the client. Move them from working directly with sales to partnering with your customer success professionals. Thereon, focus on customer success to work with them on integrating the product, maximizing its effectiveness, and ensuring both renewals and upsells.

Additional Tips for Building and Managing Your Sales Pipeline

The steps listed above will give you an idea of how you can get started with building your own sales pipeline. At the same time, you should also look for additional opportunities specifically suited to your industry. It will help you find and win through competitive edge.

Find Options to Differentiate

Do extensive research on what kind of business propositions your competitors are providing to their leads and customers. If you have an upper hand in showing comparisons and how you are better than your competitors, you will surely win the sales deals.

Use Automation to Move Things Forward Where Possible

Incorporating automation into your marketing strategy can greatly increase the number of your qualified leads.


As per research, businesses that use automation to nurture prospects experience a 451% increase in qualified leads. By using automated omnichannel prospecting outreach tools can guide you to build campaigns and support your pipeline goals.


Learn more about Marketing Qualified Leads and Sales Qualified Leads

Make Data Analysis a Valuable Part of Refining Your Sales Pipeline

Take advantage of reporting data, and look for opportunities you can create from it. For example, if you see a lot of leads falling out or going dark at a certain step within your pipeline, it means that there is a problem and you must solve it with immediate effect.


Once you have the numbers, you can determine a proper solution to shore up sagging sales.


Your sales pipeline is at the core of your sales success. Refine and create a pipeline that fits your business. Therefore, tou will continue to improve your efforts and make your sales team better.


To know more about sales pipeline and lead generation, visit LeadMi

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How To Write The Perfect Cold Calling Script That Turns Cold Leads Hot? 

cold calling

Manager: “Do you understand what cold calling is?”

Employee: “Yes, absolutely.”

Manager: “Great. Imagine I am a potential buyer and you have to pitch the company product to me. How do you begin?”

Employee: “Uhhh…..”


We all get stuck on that “Uhhh…..” at some or the other point in our professional career. It’s quite natural and common but an impeding expression can tick off your customer because of which you might miss out on a promising sale.

Apart from overcoming a pause, there’s much more to learn about cold calling and sales. There’s planning, there’s strategy, then there’s personalisation that talks about selling an experience or a dream.

For this, sales professionals stay updated with the status quo and constantly revisit their pitch. They look for areas of improvement and new tactics to bring more efficiency in their closures.

That’s how they transform an aggravated ‘No!’ to a delightful ‘Yes!’

Therefore, in sales, it’s important to do continuous research, be open to changes and learnings, and practice. If you’re getting started or want to get better at sales, these useful points will help you crack more deals and plan your dream vacation with those commissions.

What is a cold calling script?

A cold calling script is a virtual dialogue between a company and its potential customer that a sales team creates as a guideline to follow. Sales teams take it as a reference and improvise the script as and when required.

When we say improvise we mean that the sales representative can talk about current events, share industry-specific latest updates and discuss hobbies and interests depending on how the lead responds to personal interactions.

Typical example of a cold calling script.

You will find multiple examples of a cold calling script on various websites. They vary from industry to industry and whether or not it’s a B2B company or B2C.

Let’s take a cold call script example from a real-estate agent who wants to reach out to a list of leads that they received.


*Phone rings*

*Potential customer responds*

Potential Customer: Hello?

Sales Representative: Hi, am I speaking with <customer name>?

PC: Yes/No

(Proceed when ‘yes’)

SR: Hi <name>. I am calling from ABC Real Estate Agency. Are you looking to buy a home?

PC: Yes/No

(Proceed when ‘yes’)

SR: Good to know! We have a list of wonderful properties that you might be interested in. Tell me more about what you’re looking for so that I can help you shortlist the ones that suit your need.


And the conversation will continue from there.

Why should you use a cold calling script?

We just read a very simple and basic level of a conversation between a sales representative and a lead.

When doing a cold call, one should remember that it is absolutely not easy to get a straight ‘Yes’ from the lead. In most cases it’s difficult to even connect with them in the first place because most of the times you will reach their voicemail or an assistant. That’s why we call it a ‘cold’ call.

The trick is that it doesn’t end soon. In fact, it isn’t supposed to end soon because later comes the negotiation and further discussion before the final settlement.

Moreover, what if the customer says no right after you ask them whether or not they are looking for a property?

Do you quit right there? Do you pursue them in another way? Or do you ask them if they could refer you to someone they know who is looking for a property?

That’s why you need a script that helps you take charge of the conversation and not let it slip away because you got a ‘No’ instead of a straight ‘Yes’.

This is where experience comes in the picture where sales professionals list down various situations and draw flowcharts.

These flowcharts foresee and design the entire conversation that is most probable to take place. It covers all possible cases and scenarios so that the sales executive doesn’t get cornered.

Moreover, as much as the script helps sales representatives take the lead it also allows them to learn from their mistakes. In this journey, they get a chance to discover new and interesting ways to hook a lead while cold calling and pursue them as hot.

How to write the perfect cold calling script that turns cold leads hot?

Let’s help you write a perfect cold call script to get appointment and close deals through cold calling.

One. Sound confident.

Start off by giving a confident introduction about yourself. Be direct about why you are calling but approach in a way that they find amenable. And be confident.

Some leads want cold calls to be direct while others don’t appreciate it when sales people are too direct with them. Take the first 15-20 seconds as a leverage to understand the mood of the customer.

No matter whether or not they show interest, sound confident.

Two. Give options.

It’s natural human psychology that people don’t like it when they are told to do something. They appreciate it better when they are given options and are asked to choose their pick.

So, every time you try and persuade someone to do something for you instead ask them if they’d like to do option A or option B.

Three. Raise curiosity.

There are several ways in which you can raise curiosity within the lead. One of the methods to raise curiosity used by salespeople is to offer a commitment-free next step, such as asking for permission to continue talking or ensuring the prospect can talk at the time of your call.

Four. Provide proper context.

Cold calling is not an easy skill to crack. It requires a lot of effort. So, to make things easier always ensure that you are giving proper context to your lead on the call. Don’t be just another intrusive caller who has to reach out to a lead because their name is present on the calling list. They will think that you are just another salesperson who is ticking off names from the calling list.

Instead of being categorised as ‘another salesperson’ why not do some homework? Leverage social media channels, media coverage, new hire announcements and news updates to make sure that you have a proper reason for calling. Be prepared and sound confident with a valid reason for your call and determine how you would like to engage with these leads.

Discuss compelling events or game-changing business moves that make your product a must-have in the current industry trend. Use that information to kick-off a conversation and explain the purpose of calling the lead. Automate the discovery of potential leads through tools like LinkedIn, LeadMi, etc., to save time and effort.

Five. Ask smart questions.

As a salesperson who frequently makes cold calls, it is your responsibility to ensure that you are on top of current events, trends and industry updates. This way you become an interesting person to interact with. Moreover, your lead will be able to trust you because you will have relevant and useful information to share with your prospect.

In fact, you can do a little bit of research about the lead to whom you are giving a call. You may not necessarily have the in-and-out information about the lead but knowing a little bit about their industry and being able to predict their interest will come to your advantage.

If you reach out to your prospects with zero information and knowledge, you will again appear as ‘just another salesperson’. You don’t want that now, do you? So, stay on top of latest events, ask smart questions and hook the prospect to get the foot on the door.

Six. Build a relationship.

The more research you do, the “smarter” your questions will get. By asking very specific, personalized questions you will demonstrate to your prospects that you took the time to track all this information down and really understand their situation.

Smart questions will progress the conversation further; trying to wing it will only create distractions, wasting your prospect’s and your own time. And there’s one thing the modern society is truly obsessed with – using their time efficiently. That’s how you build a relationship and a professional rapport with a lead.


Keep the conversation light and simple. Don’t unnecessarily overcomplicate things. Remember to crack casual jokes that don’t come out as offensive. Build a friend-first sales-later relationship that your lead would want to rely on.

For more information on cold calling and sales closures, visit LeadMi. It’s a new-age marketing automation tool that allows you to automate lead generation, pick all leads hot and convert them through smart targeting.

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The Ultimate Guide To Sales Prospecting To Get Higher Quality Leads In 2020

sales prospecting for increased revenue

A new decade. A new time. And a new strategy. Welcome 2020! In these past years we have figured out various effective and successful ways to do business. We have maintained call calling, outbound emails to prospective clients, networking, referrals, social media reach outs and other sales tactics. It is now time to reprocess and rethink how you approach leads and define sales prospecting for your business.

What Is Sales Prospecting?

Sales prospecting is the active process of searching for potential customers via calls, emails, social messaging, etc, to drive your business and generate more revenue.

Businesses focus on sales prospecting with the aim to guide their target audience through the sales process to eventually bring to sales closures.

There are 2 major techniques that companies widely use to incorporate sales prospecting within their business strategy.

One is outbound marketing.

Outbound marketing covers email marketing, cold calling, networking, and social media. This means that in this process sales representatives reach out to prospective buyers depending upon the persona that they create.

Second is inbound marketing.

Inbound marketing, on the other hand, is when customers themselves come to you. Inbound marketing can be achieved by having a call to action on your website or creating a persuading landing page. Visitors who are interested in your product or service, therefore, can submit their contact information.

Other way is to maintain an active blog on your website to educate and hook the readers.

Inbound and outbound marketing efforts are most effective when backed by detailed research and analysis. As a business you must be fully aware of what your potential buyers are looking for. When you keep tabs, you ensure that you are collecting relevant information. This helps you plan future campaigns as well.

Building a Prospecting Strategy

When you create a strategy you must keep in mind that your end goal is to ensure that the potential customer makes a positive buying decision. Moving a potential buyer down the sales funnel is a long process. So, the key feature in this is to make the process as seamless as possible.

Let’s breakdown the framework of sales prospecting and see how your strategy will fit into it.

1. Do your research

The top of the sales funnel, or how we famously know it – TOFU, requires research. At this particular stage, you would be evaluating the quality of a lead. This means that you must work around a set of criteria to evaluate how interested the lead is or will be in your offering.

So, basically, you must analyse what kind of content you must push to make the receiver interested in your offer. You must work out and qualify the dimensions at the very beginning.

Familiarity Level

This shows how well you and your sales team know the prospect’s industry, market, services offerings. etc. The greater the familiarity, the greater the potential.

Therefore, you and your sales team must focus on these leads for faster conversions.

Awareness Level

This shows how aware your prospect is with your company and your offerings. If they are significantly aware then their chances of becoming a paid customer are higher than if they are not fully aware.

Organizational Fit 

Based on demographics, for example the prospect’s industry or buyer persona, it will reveal the overall size of the opportunity that exists for a successful business transaction to take place and their potential lifetime value.

Deal Breakers

Yeah, they too exist in the middle of all the pitch, prospecting and sales. Deal breakers define any budget constraints or lack of time that can influence the buying decision of a potential customer.

2. Prioritize to meet deadlines

This step will help you organize the list of prospects into high, medium, and low categories. So, you reach out to them on the basis of level of urgency and priority.

You can use lead management software to automate parts of this process, like calculating lead scores.

Want to find out more about lead scoring? Read this!

3. Reaching out

Learn about your prospects before reaching out to them. Know what is it that they care about because once they know that you care, they will be all interested in at least hearing you out.

At the later stage, you can work out the pitch that you want to use with them to ensure a guaranteed conversion.

In fact, many marketers and sales professionals reach out to the next best person to talk to so that they can know more about the prospect. For example, the receptionist, personal assistant, colleague, friends, acquaintances, or others.

Once you know who is in what role and what they like and dislike, you can use your research to personalize the outreach messaging and other campaigns..

You can analyze your competitors and see how you can better position yourself to the prospect.

4. Build the connection

When you determine how you want to conduct your first outreach, whether that be email or phone, keep a few best practices in mind:

  • Personalise it: Call them by their first name. Build a rapport. Speak in a way that shows how much you understand them and their needs.
  • Be a helper, not a pusher: Remember that your potential buyers are looking for value and not just unkept promises. Offer to be a motivator and ensure that you fulfil what your promised.
  • Be on time and be consistent: Time is money and wasting it is not just cost inefficient but disrespectful too.
  • Stay casual: Take a deep breath and then initiate your conversations with prospective clients. It is definitely about making the sale but before that, it is about meeting the needs of a potential buyer who is looking for long-term investment in your company.

A positive first impression should then lead to a discovery call that will lead to further enhanced interactions.

5. Education and Assessment

Here, sales teams should focus on the pain points and assess a prospect’s objections. Such objections often stand in the way of a buying decision.

Address their concerns when you follow up after the discovery call. Offer all the necessary information about your brand, company and offerings that can remove any form of hesitation.

6. Closure

Finally, this is your chance to score the goal and bring it home for the team. You’re ready to turn this opportunity into a customer. It can go in one of the two ways:

  • Closed-won: The potential buyer is willing to make the purchase from you.
  • Closed-lost: The potential buyer is not willing to make the purchase from you.

No matter what the result it, see value in the winning situation and learn from your mistakes from the lost ones.

Sales Prospecting Techniques

You can break down prospecting into two groups, namely inbound techniques and outbound techniques.

Inbound Prospecting

Inbound leads are easier to target as compared to outbound leads. This is because inbound leads have already taken an action and want to pursue your offerings. Or at least know about them so that they can come some time later in the future whenever they are ready.

Inbound prospecting includes:

  • Social selling: Through social media, you can easily build a relationship with a lead who is familiar with your services. As a sales rep, you can offer value over the same social channels with the help of useful content and interacting directly through comments and questions.
  • Warm email: Interacting with prospects over email rather than social media is more professional and reliable. It’s a more direct form of contact where you have space to be warm, engaging, and start the relationship off strong. On the other hand, social media is a more relaxed platform where you can discuss topics casually.

Outbound Prospecting

These practices require you to reach out to leads and prospects who are not completely aware and are still in the dark.

Outbound prospecting includes:

  • Cold calling: These are unsolicited calls to sell your product or service. More like spray and pray or shooting in the dark. No doubt, these calls can pose awkward situations at times but you never know you might as well find a genuine lead who may not have any other source to find you.
  • Social connections: This is basically social media reach outs where you reach out to potential buyers through social media messaging. You can either send them a request to connect with or without a message. If they seem interested, go ahead and make that connection!

Want to know more?

Or you could simply visit to know more about marketing automation.


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How To Create Buyer Persona – 3 Detailed Ways To Do It For Your Business

how to create buyer persona

Ever wonder who is your ideal customer and how to create buyer persona around it?

Understanding customer and buyer behaviour is crucial for the success of your business. What’s also crucial is how to create buyer persona that best describes your potential customer.

There is no point in talking butterfly to cocoons. You have to understand who you are selling a message or product to and then curate it accordingly. 

It is important to understand how to create buyer persona because it helps you understand your customers.  

Let us look at the importance of creating a buyer persona.

  • Easier to curate content according to the interests of the buyer
  • Easy to understand their specific areas of interest
  • Better chances of getting a conversion
  • Personalized messages and content
  • Helps to understand the negative persona or exclusionary persona

While buyer personas are the ideal customers of a product or service, exclusionary personas or negative personas are the ones who are highly unlikely to use your product or service.

Want to learn more about buyer persona? Read our blog!

Creating a buyer persona is important because sending the same email or message to all the contacts in your database is like searching for a needle in the hay. Moreover, it increases the chances of appearing spam.

Creating a buyer persona will help you segment your audience and cater to them according to their needs. We have already spoken about the importance of defining your target audience in our previous blog and had promised you that we will detail about creating a buyer persona. So, let’s look at how to create a buyer persona.

How to create buyer persona?

It goes without saying that creating a buyer persona starts with research. Surveys, interviews, and analysis must be done in order to create an apt buyer persona.

Research Your Target Audience

You must do a thorough analysis of the target audience. You must look for patterns and behaviours.

Look through the database of your contacts. It will help you uncover trends about how certain leads or customers find and consume the business content that you produce. When you create forms, which you use on your website, ensure that you are using the form fields that capture important persona information.

For example, if all personas vary from each other based on the company size then ask each lead for information about company size through these forms.

Also, always consider your sales team’s feedback on the leads they’re interacting with the most. What generalisations can they make about the different types of customers you serve the best?

To gather this information, try setting up a phone call or in-person interview with someone you like doing business with. Or are at least comfortable doing business with. This allows you to ask follow-up questions based on their previous answers to get detailed information.

Additionally, you can research customers you’ve had a bad experience with to learn which kind of people aren’t the right fit for your product or service.

You can quickly gather information from multiple people by creating and sending a survey email to the current subscribers.

The survey could ask questions

When do you open your email?

What kind of questions do you have about [Insert your industry name]?

What type of content do you want to receive from us?

And what challenges do you have to suggest?

After a year or two of using this research, conduct new research to refresh your buyer persona with updated information. This helps you stay updated with the latest trends and know the current status of the mindset of your potential buyers.

Whom To Interview?

  • Customers
  • Prospects
  • Referrals
  • Networks
  • Database

Once you’ve finished your research, narrow down the results that you collect by finding the most common answers you receive from customers and subscribers.

Then search through the results to determine the most important details that will affect how you communicate with your target audience.

For example, if a majority of people face the same challenge then this should be an important detail to include in your persona.

Here is some of the information you should determine in this step.

  1. Demographics (age, occupation, etc.)
  2. Behaviours (skill level, interest in your product offering, how they use your product or service, what they read and watch, etc.)
  3. Challenges and interests
  4. Email preferences (how often they want to receive emails, when they open their emails, etc.)

Name them 

The best way to write for and think about your buyer persona is to give them a name!

Assigning a name to your persona will remind you that you’re speaking to an actual person when you write emails and not just writing for the mass. This can help you create personalized content for each persona.

You can even take it one step further and find an image or photo to represent your buyer persona! This will help you ease the process.


Creating a buyer persona is crucial to make your selling game on point. It helps in ensuring that the content given out is relevant and helps in boosting the effectiveness of the message. It can also help in more conversion rates.

If you’d like to know more, please visit LeadMi!


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Strategies For B2B Marketing You Should Adopt In 2020

trigger for B2B marketing

Tringgg Tringggg Tringgg!!! If you are still going by mounds of paper to find the perfect buyer to sell your product to and looking at various prospective buyers, this is your wake up call. It’s 2020 already and it’s time to put your B2B marketing strategy up and running. Here are a few suggestions that we would want to make regarding strategies for b2b marketing you should adopt in 2020. 

Let us start from the basics and start by defining B2B marketing.

What is B2B Marketing?

Any strategy or marketing that is focussed towards a business or an organization is termed as B2B marketing. Any company that sells services or products to other businesses employ B2B marketing strategies. Regardless of say, marketing refers to the different actions and processes involved in promoting a business or a product or its services. Marketing is an umbrella term and encompasses a wide range of activities like advertising, PR, market research and more.

We have also listed out creative ways on how to nail brand marketing in 2020.

B2B Marketing Strategies

The important thing to remember is that marketing is highly dependent on its audience. Now imagine that your product is banana and you have defined your audience as a streak of tigers and you ask a Deer to take the message across in Wren and Martin language. What would happen? Well, let alone the fact that you won’t sell any bananas you might even get a scratch or two from the tigers! Now there are three important things that we can understand from this example:

  • Target Audience
  • Message
  • Channel

Define the Target Audience

The key to creating a good B2B marketing strategy is by understanding the set of people they cater to. Only then can the further efforts be channelized and streamlined according to the interests of the group. Only then would you be able to see the results. The better focus you have on your target market, the more focussed your content can be. While defining the target market or target audience, make sure to conduct a thorough research and make a target audience statement from all the data that you have acquired you can also do a test run on your social ads and make alterations and take corrective actions. We will be talking more about buyer persona and how to create a buyer persona in our upcoming blog. Stay tuned

Content is not just the King- it is the whole kingdom!

A traditional PR and Marketing strategy would place emphasis on promotional material saying “we are good”. Whereas content marketing gives relevant information and knowledge to the B2B customers who are thirsty for knowledge and makes them say “ these guys are good” and that’s what we want. Content marketing means that there would have been several efforts put for SEO, which would mean that you are thinking by standing in the shoes of your target audience and anticipating what they would want to read about and want to know about. 80% of decision-makers prefer to get info from an article than an advertisement.

Bulls Eye Email-Marketing

We don’t have to stress the fact that marketing is a tough game. Everybody is in it and the question is who wins it. Email marketing can convert a lot of potential customers into buyers. Here are the things to remember while curating an email.

Subject of the subject line

The subject line has got to be attractive and enticing and also to the point. You cannot sell oranges by shouting out watermelons! Do not try to mislead the reader. Stay relevant, precise, crisp, honest and creative.

One on One

Put only one CTA per email. You can run an email campaign with say five different emails with maybe even the same gist in different packaging but stick to one call to action per email.

Segmentation is Key

Segment your emails so that they reach the right audience at the right time. After defining your target market, there would be changes in the geography of the market. Choose timings that are relevant and segment your emails accordingly. Also, your subscribers may be at different levels of their buyer’s journey, the email that you sent to a potential buyer and the one that you sent to someone who has already shown interest in you must be different. This is where segmentation would help you.

Give them a ‘smart’ touch

Over 80% of email users access their inbox on their phones. Make sure that while the email is being opened on a phone, it is user-friendly. Design it in such a way that it is mobile friendly.

Get Social with Social Media Marketing

Social media is an effective medium to increase the engagement with your audience. The love for Instagram is on the rise and there are numerous examples of marketers using it in an exemplary way to market themselves.

Make yourself Digitally Present

Optimize your digital presence and ensure that your presence counts. Run SEO efforts, make your website active by publishing new and original content. Everything counts from the image alt texts to image description to meta descriptions. Ensure that you run an SEO audit.

There are countless other things to discuss and we will be looking at them as we move forward. But these are the important things that you have to keep in mind.

If you are looking for more information around B2B marketing, lead generation or marketing automation, visit LeadMi!

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How To Create The Best Holiday Marketing Campaigns For Your Clients?

holiday marketing campaigns

Ready for the holiday marketing season?

While we cannot say no to last minutes plans, we can always stay prepared in advance.

Here’s what businesses consider when their teams get together and craft a holiday marketing plan to woo their customers.

  1. Creativity is key but intelligent channel distribution wins sales.
  2. Returning and net-new customers have different purchasing behaviour. Simplicity makes it easier for retailers to quickly adapt.
  3. Visiting the store for shopping is common during holidays but it shouldn’t stop you from branding through online promotions.

Marketing Strategies to Consider This Holiday Season

These ideas will help you refine your holiday marketing efforts to improve sales during the most profitable time of the year.

Plan in advance and put more thought in your plan.

There is enormous competition in the market today. If you want to stay ahead of the curve then you must start early.

Choose the right words. Think through how all channels work together. Take a step back and walk through the customer journey and ensure everything works fine.

Pre-plan your campaign and how you want to measure results and impact. Starting January 1st, all of your wins and losses will be fresh in your mind. So, take the opportunity to document them and come up with quick measures for the next holiday.

Successful holiday marketing campaigns start their initial planning in Q2. It’s really easy for that breath of fresh air in January to turn into getting distracted with summer hours. Then all of the sudden it’s the end of October and you are finally making time for holiday marketing planning.

Work on simplicity.

There is too much hustle and bustle at the time of holiday planning already. But it’s better in the long run to start small with your holiday campaigns. Especially if it is the first holiday season for your brand.

Even the large retailers who have been around for decades refer back to the basics during the holidays.

With this tactic, you build trust among your customers. You focus on building long-term relations with them. As a result, when they have to make a purchasing decision they will remember your brand. This will further help you you improve customer retention in the long run.

Learn how to improve customer retention with marketing automation.

Be prepared to react, adapt and act quickly.

During Black Friday 2018, customers grew frustrated when their orders on J.Crew were not going through.

The tech problems lasted almost all day. As a result, a majority of customers simply shopped elsewhere.

At times, situations beyond digital and content preparations and you must be prepared to take action.

Since it is the holiday season expect a little bit of chaos. Rather than fixating on the chaos, focus on finding a solution to clear the clutter. Bring in more people, encourage unrelated teams to participate and focus on collaboration.

Use a smart content-driven approach.

Online shopping has been around for the past quarter of a century. So, customers are more familiar with holiday campaigns than ever before.

The same themes that emerged during the 2019 year in e-commerce will apply to the holiday marketing strategies as well.

The main theme that will stay true during the holidays is the “content-first” approach. You must personalise the content as it will act as a holiday assistant for your customers.

Adding a content strategy element to your holiday marketing ideas can reap big rewards, especially if you keep search engine optimization (SEO) in mind. This will help drive organic traffic to your website.

Prepare for competition.

Email marketing will be more important than ever in drawing customers to your online store. So, communicate the benefits of shopping with you over your competitors.

The existing loyal customers will rest assured and come to you. The message will also attract new customers to reach out to your brand.

Keep a close look at what your customers do. If they do something different, improvise and woo your customers. You will surely get a huge response and it will help you measure growth for improved results.

Know more about holiday marketing emails and automation with LeadMi!

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