3 Principles For Enhancing Lead Generation in India

Dec 3rd 2015 at 10:14 PM

Lead generators usually adopt one of the two strategies to boost lead generation in India in this era of ever-increasing competition and shoe-string budgets due to dwindling economies world over. First of these strategies is to keep pumping more and more leads into their sales pipelines. Other companies concentrate more on the existing customers in order to enhance The Global Associates lead generation in India believing that the leads in their kitty are enough to cover their sales targets. Both these strategies have their positives; however, taking a more holistic view of the entire process is essential for maintaining a booming business on a long-term basis.

The basic principles:

Using tactics that bring instant results but lack consistency can turn a company into a fly-by-the-night organization. One needs to put in place solid processes for qualifying existing sales leads and develop a better way of working for maximizing long-range business leads to become a top-notch performer. Following are some basic principles to help you achieve this objective:

· Prospecting is essential:

Remember, prospecting is not optional, it’s essential if you want to boost lead generation in India. Sales organizations sometimes tend to rely only on the big accounts they have or concentrate on qualifying the existing leads in their sales pipeline; however, it’s imperative to keep a steady flow of fresh leads coming in to replace the existing ones. There is always a danger of losing a big account midway due to unforeseen reasons; you may be left in a precarious situation if you don’t have more accounts to fill in the void. Prospecting ensures that you have enough quality leads to face such situations; you must devote a minimum stipulated time to get in touch with new prospects.

· An accurate forecasting system is important:

Poor forecasting can destroy even the best of leads. It is important to develop a system that accurately forecasts the trajectory of the business leads in your pipeline since you are never sure when you might lose a fat account. This gives a fair idea of where you stand at a given point in time, how many accounts are going to close and when and how many promising prospects you have that need following up.

· Managing the sales purgatory cannot be overlooked:

Converting the existing leads in the pipeline into closed deals is the ultimate objective of a sales organization. It’s not possible to devote the same amount of time on each lead; assessing if a lead is stalled and the prospect is not motivated enough is a part of the process too. Such leads can take up an impossibly long time and it’s better to move on and concentrate on other accounts.


Boosting lead generation in India depends a lot on how one manages their sales pipeline. Putting in place an efficient process is important to know if there are signs that your sales pipeline needs a makeover; this would enable you to take corrective measures well in time.

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