Cold Calling: This is the most commonly thought of mechanism for generating leads, and the most under-used one. The image of the sales person "smiling-and-dialing" is familiar to many. Most people in sales do not like making cold calls as the activity of dialing the phone and speaking with someone unannounced can be a bit intimidating. If you have a good introduction and presentation, cold calling can be a sales lead generation goldmine!

Tradeshows: Displaying and demonstrating at tradeshows can be an effective mechanism for generating a large number of leads in a short period. Tradeshows can be costly, so spend your money wisely. Participate only in those with an audience that will have genuine use for your product or service. Be prepared and well staffed. Making a poor showing at a tradeshow can sometimes harm more than help.

Direct Mailing: Mailings are a bit different from newsletters. Direct Mailings are typically done to targeted groups of prospects for the purpose of generating interest in the product. They can be done as a single mailing, but are often most effective as a multiple step campaign. Sales lead generation with this method can be costly with low results if the campaign is not planned well and targeted to a specific, defined market.

Consider Sales Lead Generation Carefully

There are many methods for sales lead generation, both reactive and proactive. When selecting the methods you will use to bring leads to your sales team, use careful planning. Select methods that will be well received by your potential customers and have a high chance of generating response. Running a pilot program for a specific method is an excellent way to determine if you will have good return on investment (ROI). Proper planning and preparation is the key to ensuring your sales lead generation program is effective and continues to keep your sales team busy.

About the Author

Many of today's most successful large and small businesses have chosen Avidian's CRM Software as their sales management and contact management software.