Focusing on Lead Generation
To establish repeatability, there are three challenges that startups need to overcome. The first challenge is focusing on lead generation.
In the ramp-up stage, startups can’t rely solely on their founder’s network and introductions to help them contact their next paying customer. Instead, a startup needs to develop and deploy a prospecting plan of action— the sales activities and processes that predictably and repeatedly generate qualified leads in the top of the startup’s sales funnel.
This plan and the strategies in a prospecting plan of action differ for every startup—some find success with conferences and events, others by prospecting through social platforms like LinkedIn, still others will find that content marketing develops their qualified sales leads. Regardless of the prospecting strategies used to generate qualified leads, a prospecting plan of action must be repeatable and predictable.
[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
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