The range of products being offered by technology companies is very complex that their sales lead generation processes are far different from other industries. Improving business growth has always been a challenge in technology companies and would almost always require designing a more focused marketing strategy that involves a constant evaluation process and finding new target markets.
To create opportunities and generate sales leads for business development in the technology industry, different tactics are being employed by its business development managers. Data research expertise, analysis and an effective communication, determines the success of its lead generation strategy. Although it would be easier to simply generate a high quantity of business leads, generating a good quality of targeted business leads is much more favorable.
The sales cycle in the technology sector is longer and requires a lot of expertise, accuracy, and precision. The lead generation process in technology companies starts with identifying potential customers and then profiling and understanding their business objectives. After performing a series of research and establishing a target market, the next step involves identifying the key contacts of a company. High-ranking decision makers are oftentimes the hardest ones to reach. Multiple calls are needed in reaching and establishing network with senior decision makers. Salespersons are often tied up with this tedious task reducing productivity and missing out on other business opportunities.
Thus, most companies cannot cover up the whole range of prospecting internally and resorts to outsourcing in order to maximize their sales efforts.