Since we are disciplined by our definition of a lead, the data that we gather throughout the campaign has a great amount of value, such as:
- Correct contact, email addresses, other contact info
- Follow up dates for future needs
- When and why they will need to be contacted
- Notes from conversations
- Do they go to the same trade shows as you, belong to the same similar organizations
-Any specific information can be gathered and documented as requested
This information can be transmitted on a mutually agreed format or directly to your CRM.
Consider the value of having 90-95% coverage of your market, knowing who the correct contacts are, their buying timeframes, their contact data, when and how to follow up with them.
This pipeline will deliver real sales power over time.