Gartner Research

Lead Generation Best Practices for Technical Consulting Providers and System Integrators — 'LinkedIn Stalking'

Published: 22 September 2017

ID: G00342082

Analyst(s): Rob Addy

Summary

Technology business unit leaders looking to exploit IT services market dynamics must establish a lead generation process that looks beyond traditional net-new targets and focuses on the "invisible" people they already know to create the steady flow of high-potential leads they need.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Collect and Collate an Inventory of Every Contact You Have Ever Interacted With
  • Forge a Connection Between Your Organization and Former Contacts via LinkedIn
  • Having Established a Connection, You Must Wait
  • Establish a Formal Review Process to Identify Trigger Points
  • Where Appropriate, Engage With a Personalized Outreach
  • Why Gartner's LinkedIn Stalking Model Works

Case Study

Gartner Recommended Reading

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