I started my path in IT sales as a Sales Manager at a company providing bespoke Web and Mobile development for customers from United States and Europe.

After trying a lot of different approaches, channels, proving/rejecting hypothesis, we came to a not a secret conclusion that there is a need in a solid lead generation and lead nurturing system that could ensure a consistent flow of qualified leads that we could effectively convert into successful deals.

To tackle this challenge head-on, I  went through the path from freelance/IT services platforms to LinkedIn and email outreach myself and gathered valuable insights and best practices in research and communication.

The thoughts I may share with you: …


1. In most part of cases we are late on Upwork and other alternative platforms – Why? 

– Because when the request is already placed there are hundreds of sales like you applying for it, often resulting in a price-driven race to the bottom.

2. A key to success is patience and constant analysis of results. – Tried to implement the lead generation, but it didn’t work?

– Communication takes time, people don’t trust strangers, they are focuses on their families and work, they might receive thousands of letters each day etc. Therefore, admit receiving “no”, the “no” result shouldn’t be underestimated, it took some time for your lead to to consider and respond, and think how to convert it into “yes” when the timing is right.

3. The bigger budget of projects you are targeting the longer communication and the deeper research it takes.

– No need to explain it, the larger the budget is the higher is the hear to loose it with no result.

4. In today’s fast-paced and globally connected world a quick reaction to response is essential.

– No one likes to wait, especially when people have budget and urgent tasks that need to be accomplished in a professional way. Your professional approach starts with speed and consistency in communication. Let the bad communication be the weakness of your competitors.

5. People need to be engaged with.

– No one wants to be considered as a buyer, everyone likes personal touch which is crucial in building trust and nurturing relationships.

6. There is nothing better than following up with the lead you have previously warmed.

– Cause maybe now the timing is right and the deal is just on the horizon. If you stayed in touch in a professional way, made a good impression to your potential client and managed to build trust, you will be among the first people your lead will think about.

By understanding and implementing these principles, you can navigate the challenges of lead generation and improve your chances of success. Remember, patience, persistence, and personalization are key elements in building fruitful business relationships.