Integrating Prospecting into Lead Generation

Prospecting is the first step in a sales process, while lead generation is related to marketing, but for total alignment of business processes and systems, it is therefore essential to apply integration strategy to measure and manage the system. An integrated management strategy ensures prospective leads are converted into customers at maximum value and minimum cost. In any B2B and SaaS Companies, marketing and Sales Teams should be aligned for maximum achievable prospective leads, sales, and customer experience, while fulfilling desired set objectives. The balance between lead generation and prospecting alignment is possible with story formula and integration strategy. Story formula is used to find the personal stories and the experiences in all people, events, networks, and areas of interest in a product or service, which can be integrated into businesses, while taking prospective leads to their highest values and version of life. Personal stories can be inter-woven into the relationships, interactions, and interests that you share with business owners, employees, stakeholders, and customers and hidden in the time spent with each other. You can learn how to recognize past story experiences and the story experiences happening real-time with operational data, which in turn is transferred into future outcomes. This is not easy since it requires being present to interact and engage, while having conversations with people real-time. Under this condition, it is necessary to pay attention to emotions, which capture meaningful compelling messages that attract high ticket customers towards growing sales and business. Integration Strategy in the form of a data acquisition system integrator (DASI) is used to measure experiences, interactions, the value and market size, cost, level of lead interest, and other lead generation KPIs. It is used to create lead scoring model based on intent, behavior, and email engagement. It is also used to guide your prospective customers from leads to marketing prospects to clients, while also using it to measure customer lifetime value as a customer lifetime value integrator (CLVI). The Integrator helps to close the loopholes of CRM, close experience gaps, close business deals, while acquiring real-time data, where qualified leads are converted into customers, while also using it to select the shortest and fastest customer journey.