While contact information can make for a good start, even good starts can have you either crashing into a halt or painfully slowing down if you don’t know how to keep going. Now in order to keep the lead generation process running, you need to know what to do and say during the first time you’re connecting to a prospect.
There are actually many other different types of information that come in here but one of the important ones is industry expertise. In other words, how much do you know about the industries your targets are in? Believe it or not, it’s actually one detail you need to carefully investigate when you acquire contact information. Depending on the flexibility of your software, it can be good news or bad news.
For instance, with regards to SCM systems, you need to make sure that your SCM leads are in accordance with your industry expertise. It doesn’t matter if you’ve managed to develop one that can be tailored any kind. There might be some industry specific details that you might still need to know (and if you don’t, it might mean a nasty surprise during the actual engagement or even during implementation). Speaking of which, it’s another way to keep your foot in the figurative door. Decision makers and their gatekeepers are logically more willing to listen someone who is at least familiar with what they do. (And as far as SCM is concerned, industry really plays a big role because it can also be an indicator of the products and services that they manufacture for.) It also applies even if you’re outsourcing lead generation services because they need to know your industry as much as that of your targets!