Executive Summary for Business Leaders
In all the business groups I have been involved with, and all the companies I have managed or advised, reducing the cost of sales lead generation is one of the most common concerns. Finding and connecting with leads is time consuming, and it is easy for your most expensive people to end up doing it. Reducing the cost of sales can also read as more quality leads, a better pipeline and increased sales.
Key Insights Inside the Graphic:
- Where the Time Goes: creating a lead is a climb of four steps, each with its own effort. Find & Connect is time consuming searching and data entry. Nurture is process driven, reviewing reports and updating data. Qualify needs some subject knowledge, a process and booking the appointment. Only then does sales engage with the qualified lead in discovery and open dialogue.
- What Each Step Costs: the same four steps set against the cost of the person doing them. Junior resources follow the process, sales support adds value with an introductory offer, and sales delivers the budget, engages and closes. Seen side by side, it is clear where an expensive hour is being spent on a low-value task.
- Maximise Your Most Expensive Resource: point your most expensive resource at the highest value work. Move the early, process-driven steps to lower-cost resources or automate them. Sitting right beside this is having the right strategy and processes in place – something we will cover in another Business Tip.
Why Download This Graphic?
This one-page graphic is written for business owners, and sales and marketing managers who want to see at a glance where their lead generation time and money are going. It sets the effort of creating leads beside the cost of the resource doing each step, so you can spot where your most expensive people are doing low-value work. Delivio helps businesses automate the early, process-driven steps inside the system they already run. Talk to the Delivio team about what that could look like in your business.