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Sales Navigator cannot be used as an only tool for lead generation via Linkedin due to multiple limitations – like outdated information, limited user-base, availability of only personal email IDs as contact information and more.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 LeadMi.io 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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10 Outbound Sales Strategies For 2020

outbound sales strategies

Every business wants to increase its overall revenue. For this, they mainly put their major focus on inbound sales strategies. But believe it or not, outbound sales gets them high returns when planned strategically.

All the talk about inbound methods sometimes makes us think that cold emails and cold calling aren’t effective sources of lead generation. However these 2, and other means of outbound sales strategies, are amongst the most popular and widely used strategies. When done right, they don’t just ensure high quality leads but help increase sales conversions too.

Learn how to write the perfect cold calling script

outbound sales strategies


Here Are 10 Outbound Sales Strategies To Help You Get Started

Identify your most attractive markets

Outbound sales strategies work the best when you reach out to leads who are most likely to buy from you. Or for that matter, hear out your proposition.

The process of market segmentation will help you clearly divide the market into identifiable customer groups. You will get valuable results as long as you maintain consistency, discipline and regular iterations.

The key here is to identify a broad market and then fragment it into subdivisions that have common needs and interests. Value-based segmentation will help you figure out the most lucrative market and implement specially crafted strategies to target them.

Build your ideal customer profile list

Your ideal customer profiles are those companies which you think will benefit from your services.

Try to identify the characteristics that are similar to your existing customers who have found value from your offerings. You can make a list of questions to make the targeting easier.

  1. What is the size of the company?
  2. How much revenue does the company generate?
  3. How many employees does the company have?
  4. What is the company’s location?
  5. What is the industry or vertical of the company?
  6. Which department of the company uses your service?
  7. How many employees work in that department?
  8. Do they use any other software?

Research and qualify your prospects

Your research to qualify leads will help you narrow down your list and target a specific audience.

You can find out a lot about your prospects through their website, blog, social media and online portals that lists information about them.

Ultimate sales guide to get high quality leads

Set tangible sales goals

In order to set tangible sales goals you must first and foremost realise what your end goal is. You can identify an initial strategy by planning from the beginning, making adjustments and set initial benchmarks to identify results.

Start small but aim big, or vice versa.

Generate customer data and insights

Develop a set of accounts to use as a data set. This list must be comprehensive and include all customers with minor exceptions of trial and proof of concept accounts.

Additionally, don’t include those accounts that are outliers, they may erroneously influence your analysis. The overall goal here is to determine basic criteria that will create segmentations between different groups of customers.

Build outreach plans

Build a workflow, and outline what your sales team should cover in each of those connections.

You can start with the following-

  1. Build a script for your cold call but don’t neglect flexibility.
  2. Trust in your team and guide them to pursue leads with ease.
  3. In certain circumstances, let the potential customer lead and direct the call.
  4. Make an agenda for your call, review it with the customer, and ask if they’d like to include any points.

Make connections through social media

Be social, and use the information you learn on social media to your advantage. Don’t just connect with someone on LinkedIn to sell to them. Build connections in a subtle manner by sharing a post, commenting on other posts, and also through Likes and other engagement activities.

Use social media to research about decision-makers and learn about companies. Incorporate this information into your emails and calls for personalisation.

Offer credible value

You may create a cold calling script but don’t adhere to or fixate on it. Go with the flow of the conversation and offer credible value to your customers.

If you don’t promote something, don’t discuss it. If you cannot offer something, don’t promise it. On the other hand, if you think that you have a competitive edge then don’t shy away from discussing it till full length.

Measure results from outbound sales strategy

How do you know if your strategy is bringing in the desired results?

It’s simple, you need to first understand the end goal of your outbound sales campaign. Based on your end goal, you can track the key metrics to gauge the success of your outbound sales strategy.

Work around an improvement strategy

Once you start measuring results you will be able to identify the problem areas and figure out solutions to work around for improvement.

Keep an open mind, remember your end goal and make adjustments in the plan that lead to your end goal.


If you are running a small company then building an intelligent and smart outbound sales strategy is the way to go not just in 2020 but always.

If you’d like to know more about outbound sales and lead generation, please 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 leadmi.io to know more about marketing automation.


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6 Tips To Improve Your Customer Retention With A Marketing Automation Platform

marketing automation platform to improve customer retention

When it comes to improving customer retention, marketing automation emerges as the King. It involves customer experience management, streamlining customer journeys, collecting feedback and measuring customer satisfaction. Of course there’s more and managing it altogether manually is not just difficult. But it is highly inefficient. So, businesses are now trusting marketing automation platforms to improve customer retention.

Marketing Automation Platforms To Improve Customer Retention

marketing automation platform

Photo by Blake Wisz on Unsplash

Ensure better customer relationships

In today’s era of increasing competition, it is the best time to be a customer. You have ample choices and options to choose from.

Therefore, a robust marketing automation platform helps you ace this competition.  Also, in building better and stronger relationships with your customers.

You can automate email journeys, send messages on special days like birthdays, anniversaries, etc. This is to show how much you care for your customers.

Even the smallest communication such as a ‘thank you’ for being a loyal customer’ helps. This is something that earns a lifelong loyal customer.

A marketing automation tool can help you study existing user behaviour. Therefore, you can push emails based on what they are looking for or aspire to own.

Share a thank you email to new customers. Tell them how grateful you are to have them come on board.

Improve the sales process

Automation can improve the sales process by automating emails that you send to potential customers. You can share offers, deals, discounts, and early-bird notifications to increase engagement and improve conversions. This will help you boost retention in the long run.

Simultaneously, you can share resources with them that push them further down the sales funnel. This will create an exemplary experience they increasingly become accustomed to. This will further help you note emotional customer touch points and improvise.

You can use this data to improve the overall customer retention. Know more here

On-board customers with a seamless experience

Marketing automation helps in seamless customer on-boarding and presenting ways to get started. This can include-

> Completing account profile

> Setting up goals and triggers

> Creating email templates for faster follow-ups

In fact, an efficient marketing automation tool will know the right time to trigger important information. This helps ensure greater efficiency.

Determine readiness with lead scoring

Lead scoring is one of the finest ways to cater to the most promising potential customers. So, they come on-board with your business and decide to stay.

With a marketing automation platform you can determine how active or passive a particular lead is. You can keep a track of this score and determine the journey for a particular set of customers. This will help you follow up with them and engage them better.

Use lead scoring for existing customers as well because it will show the engagement level of each customer. You can figure out whether you need to take additional initiatives or not. In the long run. This turns out to be an apt strategy to increase customer retention.

Learn more about the ROI of lead scoring

Ask for feedback and create strategies for improvement

Marketing automation allows you to push regular automated feedback and survey forms.

This will help you note the pulse of your customers. Also, you will find out ways to improve their experience.

Push personalised content for continued engagement

Customer delight and customer loyalty are important for any business. With the help of personalised content you can ensure continued engagement for a longer period.

A marketing automation tool will gather relevant customer data. Then, it will give you insights about the kind of content that a particular customer is seeking.

Are they looking for a better experience? Are they looking to purchase other than what they already have? You can get all such insights at one particular platform.

So, it’s a complete win-win for your customer as well as your business.

For more on marketing automation platforms please visit leadmi.io

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How To Speak The B2B Marketing Language With Prospecting Tools For Sales?

prospecting tools for sales

We have all heard it enough but we will stay say it again. “It’s not about what you say but how you say it”, and this is going to be the theme of this blog. With the increasing number of prospecting tools for sales available today, businesses ought to become careful about their marketing language to avoid imminent marketing mishap. So, you need the right marketing words to grow online.

Create your brand and then tell your story

Many B2B marketing companies do not fathom the importance of stories but customers trust brands because they like stories. They look forward to hearing every interesting story that relates to the brand.

Also, create your brand story by keeping the end user in mind. This way you tell them what they want to hear without compromising on your business aesthetics.

Here, defining a definite buyer persona comes handy for marketers. Distribute these stories through effective prospecting tools for sales. This is how sales representatives will benefit through this.

Learn how to define a buyer persona as a part of B2B marketing strategies for your business

Engage users with corporate newsletter

Corporate newsletters are genuine, trustworthy and authentic. They work the best with hot leads who know about your business and would like to gather more information right before making a buyer decision.

Keep the language consistent and frequency regular. Customers crave regularity and consistency.

Tell you a secret. As much as businesses want to sound professional and astute, customers would only be interested when they see value in your content. Have a sophisticated conversation with them like a friend. Then only they would want to listen and communicate further.

Check out how CB Insights does it. They are simple yet elegant, professional yet friendly, and informative yet exciting.

Educate your buyers through examples

Persuasion is key to marketing. Educate your audience with your marketing material just enough so that you are able to provoke, challenge and excite them.

Just remember what the end product is that your buyer is looking at. Communicate according to the end goal of your user.

Guide through examples. Testimonials, customer feedback, reviews, etc, work the best in this case.

Intelligent content strategy for different buyer persona

We have already discussed the importance of defining a buyer persona in one of the pointers above. We have also discussed how targeted content guarantees increased ROI.

Plan your content strategy and focus on the right prospecting tools for sales to increase efficiency.

You don’t have to use big words rich in vocabulary. B2B marketing doesn’t run on fancy words, it runs on the right words. Smart words, basically.

Once you define the buyer persona, create a category of words that your customer would relate to with the most. Study their behaviour through social listening and other channels to deliver what they are looking for.

Invest on visual content and design

The web is flooded with content and growth hackers find out ways to engage their audience via other mediums. That’s why and how visual content and design plays a crucial role in inviting more readers and engage with them.

Today, an authentic design captures all the customer attention before you get an opportunity to talk about your offerings.

Therefore, while you invest time and resources to formulate the right branding and marketing language, focus on visual content and design too!

Talk like a thought leader but with data

We are deluged with leaders, visionaries, evangelist and entrepreneurs sharing their thoughts and vision with the audience. However as a B2B marketer, aspirations and ideas are just opinions if you cannot back them with data.

Businesses don’t run on aspirations, thoughts or ideas. They run on numbers, data, analysis, and true and honest customer service.

Therefore, talk as a thought leader. Act as a thought leader. Let your customers believe that they are believing the right business when they partner with you.

Want to learn what is B2B marketing and lead generation? Read it all in our blog here


For everything else about marketing automation, visit LeadMi

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