Lead Generation Specialist? Job Duties and Skills

What Is a Lead Generation Specialist?
Job Duties and Skills
什么是潜在客户专家?工作职责及所需技能
What Is a Lead Generation Specialist?
Job Duties and Skills
有效的销售和营销团队可以在公司的成功中发挥重要作用。

不管公司销售的是什么产品或服务，精简的销售策略都可以促进销售，提高客户满意度。

潜在客户专家可以为公司的销售和营销目标提供有价值的贡献。

在这篇文章中，我们讨论了什么是潜在客户专家，他们在他们的角色中使用的技能以及产生潜在客户的技巧。

A leads generation specialist is a professional who collects and evaluates potential sales opportunities. They often work for companies who focus on selling their products or services to other businesses. As business prospects expand, companies may need to hire additional personnel to assist sales team in acquiring and analyzing new leads. In these cases, a leads generation specialist may come in to manage the excess lead generation work load and refine the sales process.
线索生成专家是收集和评估潜在销售机会的专业人员。

他们通常为专注于向其他企业销售产品或服务的公司工作。

随着业务前景的扩大，公司可能需要雇佣额外的人员来协助销售团队获取和分析新的潜在客户。

在这些情况下，可能会有一个潜在客户生成专家来管理多余的潜在客户生成工作负荷，并改进销售流程。

What does a lead generation specialist do？
潜在客户专家是做什么的?
Depending on the size and goals of the company they work for, lead generation specialists may perform a variety of duties, such as：
根据他们工作的公司的规模和目标，潜在客户专家可能会履行各种职责，例如:
Establishing viable opportunities建立可行的机会
To save time, lead generations specialists may browse existing buyer profiles to determine the probability of a lead showing interest in their product of service. During this part of the lead generation process, they might determine viable leads, and they work with the sales team to focus on their efforts on the interested companies
为了节省时间，潜在客户专家可能会浏览现有的买家资料，以确定潜在客户对他们的产品或服务表现出兴趣的可能性。

在这部分的潜在客户生成过程中，他们可能会确定可行的潜在客户，并与销售团队合作，专注于他们感兴趣的公司。

●Contacting prospective customers联系潜在客户
Once a lead generation specialist decides a potential customer represents a sales opportunity, they may begin a conversation with the customer. These initial conversations can take place via telephone or over email and can establish a lead's interest in the product or service.
一旦潜在客户专家确定潜在客户代表销售机会，他们可能会开始与客户交谈。

这些最初的对话可以通过电话或电子邮件进行，可以建立潜在客户对产品或服务的兴趣。

●Evaluating leads评估供求信息
A lead generation specialist may qualify and score the viability of an interested lead for the sales team. This part of the process can sometimes depend on research. Researching a company beforehand can help the sales team understand the likelihood of a sale and pursue more probable leads. It's the lead generation specialist's responsibility to distinguish between companies that are simply interested in the product and companies who intend to purchase the product.
潜在客户开发专家可能会对销售团队感兴趣的潜在客户的可行性进行评估和评分。

这部分过程有时依赖于研究。

事先研究一家公司可以帮助销售团队了解销售的可能性，并寻求更多可能的线索。

潜在客户专家有责任区分对产品感兴趣的公司和有意购买产品的公司。

●Lead generation specialist skills潜在客户开发专业技能
Here are some skills that can be helpful for lead generation specialists: 沟通
Communication
Effective communication skills can be an asset for lead generation specialists.
A major function of a lead generation specialist's job might be to connect with
other members of the marketing team, potential prospects and the sales team. While specialists don't carry the title of a formal member of the sales team, they might still deliver an initial pitch to a lead. Communication is important so specialists can accurately represent their business and build rapport with potential customers.
以下是一些对潜在客户开发专家有帮助的技巧:
有效的沟通技巧可以成为潜在客户专家的资产。

潜在客户专家工作的一个主要功能可能是与营销团队的其他成员、潜在客户和销售团队建立联系。

虽然专家没有销售团队正式成员的头衔，但他们仍然可能向潜在客户提供初步宣传。

沟通很重要，这样专家才能准确地代表他们的业务，并与潜在客户建立融洽的关系。

●Proficiency with CRM software熟练使用CRM软件
Many business-to-business (B2B) companies rely on customer relationship management (CRM) software to help them manage interactions and analyze client information. Having a general understanding of CRM software can allow lead generation specialists to navigate the programs their company use to track and analyze leads.
许多企业对企业(B2B)公司依靠客户关系管理(CRM)软件来帮助他们管理互动和分析客户信息。

对客户关系管理软件有一个大致的了解可以让潜在客户开发专家驾驭他们公司用来跟踪和分析潜在客户的程序。

●Understanding of sales processes了解销售流程
To identify sales leads, it's important for lead generation specialists to have comprehensive knowledge of sales processes and goals. A sales funnel or purchase funnel refers to the journey a customer takes toward ultimately buying a product or service. The sales funnel outlines the steps of a sale. Understanding the sales funnel can aid in the lead generation process and remove unnecessary confusion that could disqualify a sale.
为了确定销售线索，重要的是对销售流程和目标有全面的了解。

销售漏斗或购买漏斗指的是客户最终购买产品或服务的过程。

销售漏斗概述了销售的步骤。

了解销售漏斗可以帮助潜在客户产生过程，并消除不必要的混乱，从而取消销售资格。

●Data analysis数据分析
While strong interpersonal skills and communication can be important, some
aspects of a lead generation specialist's job may include data analysis as well. To assign a score to a lead, specialists may need to analyze multiple points of data and summarize their findings for the sales team. It's also important for specialists to interpret the information from the CRM accurately.
虽然强大的人际交往能力和沟通能力很重要，但潜在客户专家工作的某些方面也可能包括数据分析。

为了给潜在客户打分，专家可能需要分析多个数据点，并为销售团队总结他们的发现。

对于专家来说，准确地解释来自CRM的信息也很重要。

●Tips for generating leads获取线索的技巧
If you are a lead generation specialist or are interested in becoming one, here are some tips you can use to help you generate leads:
如果你是一名潜在客户专家，或者有兴趣成为一名专家，这里有一些建议可以帮助你产生潜在客户:
●Understand your product or service了解你的产品或服务
When generating leads, it can be helpful to comprehend your business's mission and offerings fully. This way, you can accurately answer questions, explain your product or service and evaluate if your offering is a good fit for the lead's company.
在产生潜在客户时，充分理解企业的使命和产品是很有帮助的。

这样，你就可以准确地回答问题，解释你的产品或服务，并评估你的产品是否适合领导的公司。

●Review prospects' websites
Reviewing websites can be a great way to learn more about a company and decide early on if your product or service is a good fit for their needs. Websites may outline a company's goals and reveal if they are using a competitor's product. Properly researching a lead can save time by eliminating unlikely opportunities early, identifying issues your product or service could address and revealing if their business can accommodate your product or service.
浏览网站是了解一家公司的一个很好的方法，可以在早期决定你的产品或服务是否适合他们的需求。

网站可能会概述公司的目标，并显示他们是否在使用竞争对手的产品。

对潜在客户进行适当的研究可以通过尽早排除不太可能的机会来节省时间，确定你的产品或服务可以解决的问题，并揭示他们的业务是否适合你的产品或服务。

●Check your CRM
Client relationship management (CRM) software can be helpful in identifying if
there are multiple leads from a single organization. Checking the CRM before reaching out to a lead can help eliminate repetitive calls. It can also help you identify the best person to contact regarding a potential business transaction.客户关系管理(CRM)软件可以帮助确定是否有来自一个组织的多个潜在客户。

在联系潜在客户之前检查一下客户关系管理系统可以帮助消除重复的电话。

它还可以帮助你确定就潜在的商业交易联系的最佳人选。

Communicate with the sales team审查潜在客户的网站
While lead generation specialists evaluate leads and perform initial sales steps, ultimately the sales team takes over worthwhile leads to close the deal. For this reason, it can be helpful to communicate with the sales team about their goals and experience so that you can optimize your strategy to better assist their processes.
当潜在客户开发专家评估潜在客户并执行最初的销售步骤时，最终销售团队将接管有价值的潜在客户以完成交易。

出于这个原因，与销售团队沟通他们的目标和经验是很有帮助的，这样你就可以优化你的策略，更好地帮助他们的流程。

Cater your approach检查你的CRM
Different leads may require specialized approaches. Depending on your product or service, you can change your key points to fit the individual prospect. Doing so can help generate more enthusiasm for your product, which can increase the likelihood of an eventual sale. Understanding a prospect's exact needs and goals can help you cater your approach and interactions in a way that moves the conversation forward in a positive direction.
不同的线索可能需要专门的方法。

根据你的产品或服务，你可以改变你的要点来适应个人的潜在客户。

这样做可以帮助你的产品产生更多的热情，这可以增加最终销售的可能性。

了解潜在客户的确切需求和目标可以帮助你调整你的方法和互动方式，使对话朝着积极的方向发展。