Do you feel alone in your pursuit of leads?
Sales lead generation is a constant pressure to generate quality leads and nurture them as they become opportunities for sales.
Outside sales can make this task even more difficult because you are responsible for generating leads in a region or territory that’s unfamiliar with you and your product.
Being in outside sales also means you may not always have the support you want or need in order to spread that awareness.
6 Ways to Ramp up Outside Sales Lead Gen and Engage Leads More Efficiently
The good news is, there are techniques and tools available to you that you can use to make outside sales lead generation easier, faster, and more accessible than ever before!
If you feel alone and desperate in lead generating efforts, then you just might enjoy learning our top tips for outside sales lead generation and engagement.
1. Expand lead gen efforts into new industry verticals
What do you do when you went from a no-name in, for example, the hospitality industry to a segment leader? Well, you move to the retail industry in your region.
Expanding to another vertical market can possibly hold customers who are most likely to have a need for your products or solutions. It’s a way of segmenting your audience down to a few specifically targeted areas.
Categorizing your customers by product type, salesperson, and/or territory allows you to specify where you want to go and who you want to reach with your message.
By doing this, you’ll expand your business on who to approach, when you want to approach them, and what message you might want to approach them with.
Plus, when you grow your audience through a vertical market approach, you’ll gain more leads because of your message with be centralized to what they need and want to hear.
“By becoming a clear leader in a particular vertical market, you are able to set a standard of performance for anyone else who tries to encroach on that specific market.”
These vertical markets can change based on which layers or people or groups you choose to focus on so don’t be afraid to toggle layers on and off, so to speak, and see how your vertical market can change based on your categories or layers.
2. Optimize your route to engage more leads on the road
Once you’ve determined who you want to reach, it’s time to determine where you want to reach.
In a given day, there’s only so much time to reach potential leads and opportunities.
This means that planning out your day and pinpointing who and where you need to go is going to be a key strategy towards boosting your leads and engagement throughout the day.
The good news is, there are route optimization tools that can help you accomplish this.
Some tools will even allow you to optimize your route and schedule times and places throughout your day — it’s just a matter of finding one that works for you.
Look for a tool that allows you to optimize your route so that you’re reducing the time spent behind your windshield and you’re able to get to each potential lead in a timely manner.
This will help you reach more people in less time — with even less stress!
We all know that more leads mean more opportunities, which means more sales and more revenue for you!
By planning out your route ahead of time, you’ll be able to ensure that you have optimized your day to the fullest and you will no longer need to worry about missed opportunities.
3. Collaborate with marketing for geocentric campaigns
As you expand your target audience and grow a stronger vertical marketing strategy and combine this with an optimized route for lead generation and sales, you’ll find it’s helpful to have a boost from marketing!
You’ll gain new insights into your target audience, area, and you’ll have a smaller pipeline because you already have the bad opportunities weeded out.
This is your chance to collaborate with marketing to implement an account-based marketing strategy that engages (and warms up) those leads before you ever speak with them.
This is the theory of Outbound Marketing.
“Outbound marketing is focused on reaching out to customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.”
When you know who your ideal audience is, your marketing can be tailored to this audience in a way that is more likely to resonate with them.
If you’re able to utilize this type of account-based marketing, you’ll be able to familiarize potential leads before you even have the opportunity to speak with them in person or on the phone.
This means you will not only have more leads, you’ll have better leads!
If marketing is able to reach people with messaging that moves closer towards becoming an opportunity, then your personal touch can only increase their likelihood to sign.
How much easier will your job become when potential leads are already being familiarized with the message you’re about to share with them?
This is why you don’t want to overlook marketing as you pursue leads in your area!
4. Ask customers and leads for referrals of nearby businesses
This is key to reaching more potential leads than ever before!
We all hit bumps in the road and ever the most carefully planned out route and marketing strategy is bound to have its flaw.
If you find yourself in a rut or have more cancellations than normal, you might find yourself on the road with nowhere to be.
This is where customer referrals and or lead referrals become so incredibly important.
If you’re able to simply ask an opportunity or lead about the area and other potential leads that you could reach, you’re in business!
“Word of mouth is the primary factor behind 20 to 50 percent of all purchasing
There are other options available for when you’re in a tight spot and no one seems ready or willing to point you in the right direction.
Today’s technology allows you to find new leads on the go. Find the right tool and you can discover new leads in your approximate area with just the touch of a button.
Just like we ask our dear friend Siri to find the nearest barbershop, you can use today’s tools to help you find potential leads near you.
From there, you must simply add them to your already planned route to fill in the cancellations or to make up for any lost opportunities you experienced earlier in the day.
5. Analyze sales data to uncover new opportunities
The truth is, planning and execution can only go so far without the use of data.
Data is an often undervalued aspect of sales that can actually increase lead generation.
It’s easy to see how data can help you sell a product or solution because having data that shows the effectiveness of a product or solution can only help validate the truth of your sales pitch.
What is more difficult to understand is how your CRM data can be used to help you reach more people and generate more leads in your outside sales.
For one, just as data helps you sell a product by convincing potential customers of the performance of the product, data can help you realize the potential for lead generation in your area.
You can utilize your CRM data to uncover new opportunities in your area whether this is expanding opportunities for current customers or simply new information that can help you generate more leads!
Additionally, you can find similar audiences to the information in your CRM and use that to generate leads.
When you have a better understanding of who is currently in your CRM, you will have a greater understanding how to sell to similar audiences — including pricing and other similar preferences.
More importantly, you can use data visually for yourself and your team. By laying this data out in a map, you’ll be able to see, visually, the leads and opportunities in your region that are available to you.
This visual assistance from your data can open your eyes and help you achieve even more as you seek to widen awareness of your brand, solutions, and/or product in your region.
This visual data is incredibly helpful because we, as individuals, are influenced by visual more than the written word (just plain data).
6. Automate sales engagement
With all of this talk about lead generation, you may have considered another dilemma.
Once you’ve generated all these leads, how on earth will you be able to keep them all engaged?!
The key is to have a good rotation in which you keep up with your contacts through sales cadence management and engagement.
You probably are already aware of this and that’s why you’re slightly nervous. But, once again, technology comes through for us.
There are now tools available for outside sales that make nurturing large numbers leads and opportunities possible.
You may not know it yet, but automation is your new friend.
“Advances in sales force automation are reducing the amount of time spent on grunt work, which frees sales professionals to invest their energy where it counts: connecting with prospects.”
Whether you’re scheduling personalized email campaigns to multiple customers or sending automatic check-ins, you’ll love the data available to you and the sheer amount of time it saves you.
You can now send personalized email campaigns to all your customers in one click through the use of automation tools.
You’ll even be able to track opens in real time & create automated follow-up messages for those with unopened emails!
That’s not all.
Geo-fencing, automatic check-ins, call-reminders, and more — all of these tools are available to help you automate your outside sales engagement.
By utilizing tools like these, you’ll be able to free up more of your time, so you can focus on only the most important contacts, at only the most important times.
Lead generation has never been more accessible to outside sales.
Through careful segmentation, planning, marketing, data, and more, you can reach more leads in less time than ever before!
There’s no longer a need to stress when you have the right software and techniques to get the job done.
Have any additional techniques you’d like to share to boost sales leads? We’d love to hear them in the comments below!
Sign up for Our Newsletter
Stay up to date! Get all the latest & gretest posts delivered straight to your inbox
Looking for a new career opportunity?
From sales to customer success to engineering, we have a spot for someone like you. View all openings