What makes a great lead generation representative?

1 Communication skills

A great LGR knows how to communicate effectively with different types of prospects, using the right tone, language, and channel. They can craft compelling messages that capture attention, convey value, and elicit responses. They can also listen actively, ask open-ended questions, and handle objections or rejections gracefully. A great LGR can adapt their communication style to the needs and preferences of each lead, and build rapport and trust along the way.

2 Research skills

A great LGR does not rely on generic or spammy outreach. They do their homework and research each lead before contacting them. They use various sources and tools to find relevant information, such as industry, company, role, pain points, goals, interests, and challenges. They use this information to personalize their approach, tailor their offer, and demonstrate their expertise. A great LGR can also use research to identify new opportunities and segments, and refine their targeting and segmentation strategies.

3 Creativity skills

A great LGR is not afraid to think outside the box and try new things. They experiment with different formats, channels, headlines, hooks, and calls to action. They test and measure the results of their campaigns, and learn from their successes and failures. They also look for inspiration and best practices from other industries, niches, and sources. A great LGR can come up with fresh and innovative ideas to stand out from the crowd and generate more leads.

4 Persistence skills

A great LGR does not give up easily. They know that lead generation is a numbers game, and that it takes multiple touchpoints and follow-ups to convert a lead into a customer. They have a system and a schedule to manage their pipeline, and they follow up consistently and timely. They also know when to move on and focus on other leads, and when to re-engage or re-target dormant or lost leads. A great LGR can balance persistence and patience, and avoid being pushy or annoying.

5 Collaboration skills

A great LGR does not work in isolation. They work closely with their sales and marketing colleagues, and share insights, feedback, and best practices. They align their goals and strategies with the overall business objectives, and use the same tools and platforms to track and report their activities and results. They also collaborate with other LGRs, and support each other in generating and qualifying leads. A great LGR can leverage the collective knowledge and resources of their team, and contribute to the growth and success of their organization.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?