B2B sales lead generation is all about building and nurturing solid customer relationships and that means hiring the right people for your team. The following are four tips and skill sets needed to be a successful lead generation talent.
1. First you must understand that, lead generation is all about instigating, building, and nurturing customer relationships over-time, even if those relationships will never result in a sale. To be a successful lead generation rep you need to have strong focus and empathy, as well as the ability to “read” people, even over the phone. This is where great training comes in to ply.
2. Lead generation reps need to listen more than they talk. This is always the hardest thing for an agent to overcome. Listen to the potential client, their needs are the key. They need to be genuinely curious about the people they're talking to and demonstrate a strong willingness to learn.
3. The ability to guide a conversation with new people is critical. Starting a conversation with someone that a person has never spoken to before and then leading that conversation in the right direction is a specialized skill. This is a skill that can be taught with good training and the agents willingness in wanting to improve.
4. Lead generation is not the same as closing a deal, but sales lead generation representatives still need to know how to “make the ask,” whether it's asking for an appointment or asking the prospect to commit to the next stage of the sales process. Without asking to move forward a lead will never be created.