Lead Generation Specialist SOPs

This template contains standard operating procedures (SOPs) for a Lead Generation Specialist. It outlines ten key SOPs, including prospect research and identification, data collection and CRM entry, qualifying leads based on ICP, outreach strategy and first contact, managing and segmenting leads, CRM hygiene and data validation, lead scoring and prioritization, lead nurturing and follow-up sequences, tracking and analyzing lead generation performance, and collaboration between lead generation and sales teams. Each SOP details the purpose, scope, and steps required to execute each process effectively.

The SOP for Prospect Research and Identification emphasizes the importance of defining the Ideal Customer Profile (ICP) and utilizing various research sources such as LinkedIn Sales Navigator, Google Search, company websites, and industry databases. It also outlines advanced search techniques, contact information verification, lead organization, and prioritization. The goal is to identify and gather accurate data on potential leads that align with the company's ICP.

The Data Collection and CRM Entry SOP focuses on ensuring accurate and consistent data management. It details the required data fields, data verification and cleaning processes, proper CRM field usage, lead ownership assignment, and the importance of inputting notes and context. The SOP also emphasizes categorizing leads for future segmentation and conducting regular data quality checks to maintain CRM integrity.

The Qualifying Leads Based on ICP SOP aims to ensure that only high-quality leads are passed to the sales team. It outlines ICP criteria, lead qualification data gathering, lead scoring, and the use of the BANT or CHAMP framework for deeper qualification. The SOP also includes updating lead status in the CRM, routing qualified leads to the sales team, and periodically re-evaluating and adjusting ICP criteria.

The Outreach Strategy and First Contact SOP focuses on creating an effective outreach strategy to engage potential leads. It covers defining the best outreach channels, personalizing outreach messages, implementing a multi-touch outreach strategy, optimizing email deliverability, engaging with leads on LinkedIn, handling responses and objections, tracking outreach performance, and logging all activity in the CRM. The SOP aims to improve response rates and enhance the sales pipeline through structured and personalized communication.