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LinkedIn lead generation campaign
New
Hourly ‐ Posted 11 hours ago

not_sure
Hours needed

3 to 6 months
Duration

Expert
Experience level

Seeking an experienced freelancer to design and implement a LinkedIn lead generation campaign using Expandi. Ideal candidate should h…

Lead Generation B2B Marketing Prospect List LinkedIn Development LinkedIn Lead Generation Jobs
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Business development and lead generation
New
Hourly ‐ Posted 11 hours ago

30+ hrs/week
Hours needed

1 to 3 months
Duration

Entry
Experience level

Job Title: Business Development Specialist - Corporate Healthcare Partnerships Location: Long Island NY Company: Heart and Health Me…

Lead Generation Sales Cold Calling Market Research Lead Generation Jobs List Building Lead Nurturing Data Entry
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Appointment Setter for a USA-based Lead Gen Agency
New
Hourly ‐ Posted 11 hours ago

Less than 30 hrs/week
Hours needed

More than 6 months
Duration

Expert
Experience level

Now Hiring! Join our team as an Appointment Setter for a USA-based Lead Gen Agency. Your role: call and transfer leads to clients. Must…

Lead Generation Lead Generation Jobs Cold Calling
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30+ hrs/week
Hours needed

More than 6 months
Duration

Intermediate
Experience level

About Me: I am a freelance writer with a focus on ghostwriting books for real estate professionals. My work helps clients share their e…

Lead Generation Content Writing LinkedIn Real Estate
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Appointment Settler
New
Hourly ‐ Posted 10 hours ago

30+ hrs/week
Hours needed

More than 6 months
Duration

Expert
Experience level

We are seeking an appointment settler representative to join our team! You will be responsible for calling the prospects to get their…

Lead Generation Sales Phone Communication Cold Calling Scheduling Lead Nurturing
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Snovio Lead Generation Tool Customization
New
Hourly ‐ Posted 11 hours ago

Less than 30 hrs/week
Hours needed

Less than 1 month
Duration

Intermediate
Experience level

We are looking for an experienced professional to help us in customizing the Snovio lead generation tool with emails. The main objectiv…

Lead Generation Data Entry Microsoft Excel Data Scraping Customer Relationship Management
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Appointment setter and virtual admin assistant
New
Hourly ‐ Posted 11 hours ago

30+ hrs/week
Hours needed

More than 6 months
Duration

Expert
Experience level

Hiring for the position of appointment setter and admin assistant. The role Your role will facilitate the sales team, by managing an…

Lead Generation Communications Administrative Support Email Communication Data Entry Scheduling
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Cold Calls to VA Medical Facilites and Collect Informaton
New
Fixed-price ‐ Posted 11 hours ago

$100
Fixed-price

Intermediate
Experience level

You will call VA Medical Facilities to get key individuals' names and contact information. The introductory call job contains 20-50 cal…

Lead Generation Lead Generation Jobs Data Entry Cold Calling Phone Communication Communications
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30+ hrs/week
Hours needed

More than 6 months
Duration

Intermediate
Experience level

Padua Homes is a real estate investment company that buys, sells, and rents property in Texas. We work with 25+ virtual team members an…

Lead Generation Interpersonal Skills Data Entry Communications Sales Cold Calling Lead Generation Jobs Lead Nurturing Data Cleaning
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Less than 30 hrs/week
Hours needed

More than 6 months
Duration

Expert
Experience level

Novura just started business in Orlando, Florida. To be considered for this position we require: - ARTICULATE AND WELL SPOKEN ENGLISH -…

Lead Generation Phone Communication Interpersonal Skills Communications Prospect List List Building Scheduling Outbound Sales Lead Generation Jobs Cold Calling
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How to Become a Lead Generation Specialist

A lead generation specialist helps businesses bring in new leads and increase the number of people at the top of their sales funnel. The marketers and salespeople on the team can then develop strategies to nurture those leads and bring them through the sales funnel, hopefully converting them into customers.

If you’re interested in becoming a lead generation specialist, this article will explain the importance and value of leads, how lead generation specialists bring in leads for businesses, and what steps you can take to enter this career field.

What is lead generation?

Lead generation is the process of finding and engaging potential customers for the organization to build a stronger, deeper sales funnel. Those considering making a purchase and entering the sales funnel for a particular business are known as leads.

A key component of lead generation is nurturing qualified leads. Nurturing is the process of engaging with leads, strengthening the business's relationship with them, and helping them move down the sales funnel toward conversion.

What does a lead generation specialist do?

A lead generation specialist works with a business to improve their ability to nurture new leads and increase the number in their sales funnel. As leads begin to come in, the lead generation specialist will also help qualify and score the leads so that the marketing and sales teams know where a particular lead falls along the buyer’s journey. They can then use this information to capitalize on the lead potential, follow up appropriately, and use their time efficiently to nurture leads most likely to convert.

Lead generation specialists possess good communication skills, evaluation skills, and a keen understanding of the modern consumer to optimally attract and nurture these early leads.

Outbound marketing: Cold-calling and emailing

Outbound marketing, where the company initiates contact with potential leads, is a common prospecting strategy employed by lead generation specialists. With cold-calling and emailing, which are types of outbound marketing, the specialist reaches out to potential customers to offer information about a particular product or service that might be of use to them.

Cold-calling and emailing often work best when the lead generation specialist has some background information on the person in question, their business, and the reasons they might be attracted to the company’s offerings. Lead generation specialists often perform initial research on potential contacts that fit their target audience so that they can determine the best person to contact and the best sales points to emphasize with this lead. They use resources like LinkedIn to learn more about the people they prepare to call.

The lead generation specialist then works to “warm up” the lead. They work to spark interest and begin the conversation and then hand the lead over to the sales team when the customer is ready to move to the next stage of the buying journey.

Lead qualification grading and scoring

As the lead generation specialist begins to accumulate leads, they need to score the lead to determine their likelihood of converting. Not every lead will convert. Even if the lead falls into the target audience, that doesn’t mean the product or service will necessarily fit into their existing service infrastructure or fill a particular need.

The grading and scoring process makes it easier for everyone across the marketing and sales teams to understand where the lead is in the buying process. This helps the teams prioritize their efforts so that they use their time most efficiently.

<h4>How to qualify and score a lead</h4>

When qualifying leads, the lead generation specialist uses a scale to rank quality leads. This scale typically ranks leads as:

  • Marketing qualified lead (MQL): These are leads who’ve engaged with marketing efforts but are not ready to receive a sales call.
  • Sales qualified lead (SQL): Sales leads have expressed an interest in becoming a customer and are ready to speak with the sales team.
  • Product qualified lead (PQL): This lead has used the product, such as through a free demo version, and expressed an interest in becoming a customer.

To determine the category that a particular lead should fall into, a lead generation specialist uses the following information:

  • Ideal buyer profiles: Creating buyer profiles, or personas, helps companies better target their leads and know how to engage their audience. A lead generation specialist will use buyer personas to understand the people most likely to respond to outreach attempts and analyze their typical obstacles—such as concerns about cost—to help determine where they are on the buyer’s journey.
  • Discerning between interest and intent: Lead generation specialists also need to look closely at how people engage on the business’s website and respond to contact attempts to determine if they simply find the product or service interesting or have a purchase intent. Certain signs, such as what pages they’ve visited on the website or how many emails they’ve opened, help indicate purchase intent and should be noted.

How do you become a lead generation specialist?

Those who thrive as lead generation specialists know how to identify buyer intent and nurture the relationship so that the lead has the potential to convert. The following sections provide steps that interested professionals can take to give themselves the best start.

Another way to jump-start your career as a lead generation specialist is to take advantage of Upwork. Independent lead generation professionals are connected to the top clients by an intuitive platform that considers their skills and expertise.

Get a degree

A majority (51.2%) of lead generation specialists have at least a bachelor’s degree, with 9.7% of lead generation specialists having a master’s degree. These advanced degrees can help aspiring lead generation specialists develop their critical thinking skills. Depending on the courses taken, aspiring lead generation specialists might also learn more about marketing strategies and theories and information on the psychology of marketing.

Even though most lead generation specialists have a college degree in a related field such as marketing, it’s not required. However, it might just give you a leg up against the competition.

Develop your soft skills

Successful lead generation specialists understand the importance of soft skills, including:

  • Communication skills: The ability to communicate effectively with potential leads and team members is critical. Communication skills will help potential leads see the value of the product or service being offered. The specialist will also need to communicate effectively with marketing and sales professionals so that they understand the state of the lead.
  • Problem-solving skills: The ability to think on your feet and quickly determine the path forward when faced with an obstacle is critical in lead generation. If you have a lead on the phone who asks a difficult question or faces an obstacle, you need to be able to generate a quick response.
  • Research skills: You also need to have a talent for researching different lead candidates to help you with your lead generation calls.

Learn about sales and CRM software

To thrive, lead generation specialists need to understand how sales teams and customer relationship management (CRM) platforms work together. As a lead generation specialist, you’ll need to know how to operate within this system, including how to use the major CRM platforms.

Many sites offer a variety of introductory courses to some of the top CRMs, like Hubspot and Salesforce. Visit our Business Resources page to see some popular options for discounts on training and other special offers.

The better you understand how to operate within sales teams and use CRM platforms, the easier you’ll find it to integrate within any new team you join. You’ll know how to enter contact information appropriately in the CRM so that the rest of the team can keep the process of nurturing leads moving forward.

Learn how to analyze lead gen data

Successful lead generation also requires a significant amount of analysis. You need to analyze the lead information so that you can approach cold calls and other contact using the most applicable talking points.

As you speak with a prospective lead, you need to properly analyze the data about their behavior so that you know how to categorize them appropriately. This allows you to give your team the most accurate information about their leads so that they can nurture their prospects and convert them into customers.

Apply for the position

When you’re ready, apply for full-time or part-time lead generation work. Upwork makes it easy for independent professionals to create a profile and connect with clients based on their skills and experience.

Start your lead generation specialist career today

Becoming a lead generation specialist requires hard work and careful analysis, but those interested have the potential to uncover a successful and interesting career for themselves.

If you’re interested in becoming a lead generation specialist, be sure to follow some of the steps outlined above. Take advantage of the potential offered by Upwork to communicate with potential clients to see how you can build your career.

Eager to learn more about lead generation experts on Upwork? Check out this additional resource:

Upwork is not affiliated with and does not sponsor or endorse any of the tools or services discussed in this section. These tools and services are provided only as potential options, and each reader and company should take the time needed to adequately analyse and determine the tools or services that would best fit their specific needs and situation.

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