Enterprises selling IT Services face a problem of their offerings being perceived as commoditized – as in there is no differentiation from offerings of one enterprise to that of an another.
So their sales teams face increasingly dry pipelines. Top-of-the line task here is to prime the pump and get the leads flowing into the sales funnel. Given below is a program management workflow of lead generation.
Identify the 20% services that contribute to 80% of your sales
Make an individual call script for those services, complete with a decision making tree format
Ensure that cold callers focus on IT Line managers as opposed to IT CIOs or CXOs
Provide collateral so that ITeS Sales follows up the cold call with a warm call
List and plan for industry events that ITeS enterprises most want to participate
Periodic newsletters, blogs that your customer base identifies with and finds engaging
Better SEO is better leads. And better sales. So keep an eye on "organic" listing in SERPs (search engine result pages)