- Lead Generation
- Nurturing Leads
- Selling to Customers
- Building a Sales Pipeline
Lead Generation
There's no substitute for a lead generation strategy to continually create new sales opportunities for your sales staff. It's a fact most sales people don't do their own lead generation.
We generate new, prequalified leads for your business. We strategically determine what makes a prequalified prospect. We use marketing tools such as telemarketing, email, direct mail and websites to generate the leads. Our unique difference is our ability and desire to grind the strategies until they work. There's no one-size-fits-all marketing strategy that's going to work. Your business is unique and strategies take time to work.
We continually work the process to make the campaign as successful as possible.
Nurturing Leads 
A signifigant number of sales cycles in a sales pipeline aren't sales ready. For a number of reasons the prospect isn't ready to purchase. Sales cycles often need more knowledge, experience and support to move towards a purchase. The nurturing process keeps your messaging in front of the prospects to keep things moving forward. We deliver the messaging on a regular schedule and manage the campaigns for results. Each customer needs something unique within its nurturing process to unlike the buyer's motivation to purchase.
We develop a customized nurturing process to keep your products or services in front of the sales pipeline.
A signifigant number of sales cycles in a sales pipeline aren't sales ready. For a number of reasons the prospect isn't ready to purchase. Sales cycles often need more knowledge, experience and support to move towards a purchase. The nurturing process keeps your messaging in front of the prospects to keep things moving forward. We deliver the messaging on a regular schedule and manage the campaigns for results. Each customer needs something unique within its nurturing process to unlike the buyer's motivation to purchase.
We develop a customized nurturing process to keep your products or services in front of the sales pipeline.
Selling to Customers
Are you continually creating sales opportunities for your current customers? Your customers can be your best source of new revenue.
We develop specific marketing and sales campaigns to generate new sales from your current customers. We talk with you and determine the correct strategy and approach. After all, you know your customers better than anyone.
We do the up front work so your sales staff can stay focused on selling.
Building a Sales Pipeline
A strong sales pipeline eliminates the up and down revenue pattern plaguing so many businesses. Your sales pipeline is a collection of all the sales opportunities your sales team has created. It ranges from hot prospects to cold leads. It includes deals you're closing soon to companies that may take a couple of years to do business with you. Every company has an optimal number of sales sycles needed in a sales pipeline to guarantee revenue goals are met. For some companies it's 100 sales cycles. For other companies it's 1,000 sales cycles.
We help you build your sales pipeline. We help you overcome the weakest links in the sales pipeline and unlock your market's potential.
A strong sales pipeline eliminates the up and down revenue pattern plaguing so many businesses. Your sales pipeline is a collection of all the sales opportunities your sales team has created. It ranges from hot prospects to cold leads. It includes deals you're closing soon to companies that may take a couple of years to do business with you. Every company has an optimal number of sales sycles needed in a sales pipeline to guarantee revenue goals are met. For some companies it's 100 sales cycles. For other companies it's 1,000 sales cycles.
We help you build your sales pipeline. We help you overcome the weakest links in the sales pipeline and unlock your market's potential.
Our B2B Marketing Plan
1. Determine a target market. There are many factors involved in selecting a target market. We synthesize the information you provide us and make recommendations. A target market is selected.
2. Create a lead list for the target market. Our lead lists are sorted by many different variables.
3. Design a script and collateral material to prequalify leads and create sales cycles. Sales cycles can range from cold leads to hot prospects when they're entered into your sales pipeline.
4. Use a combination of telemarketing, direct mail, email and Internet marketing to generate prequalified prospects. The specific methods we use depend on your requirements.
5. Cultivate the sales pipeline and nurture the leads that aren't in a buying cycle yet. We send regular material to keep the lead interested and informed.
6. Feed sales people enough prequalified prospects to reach sales goals. Your sales pipeline will grow to reach the optimum number of sales cycles to even your revenue streams and grow according to plan.
B2B Marketing Plan Delivers Marketing Services to Grow Your Business
We leverage our 20 years of marketing experience using telemarketing, direct mail, email and Internet marketing to help you grow your sales. We deliver a measurable marketing plan to deliver results. Our programs deliver new prequalified leads to your sales team nearly every day. We design a custom program for each client and manage programs hands-on to make sure they deliver. We're willing to grind each campaign to optimize results.
Lead Generation is at the front of the sales pipeline. If your lead generation is ineffective or inconsistent you hamper the sales process. We're able to develop lead generation programs to provide your sales team with a consistent flow of prequalified prospects. We help you build your sales pipeline and have enough sales cycles to be closing business consistently. It takes time and effort to figure out the right formula and mix of messaging and methods. A successful lead generation program creates a valuable asset for your company.
Get Off the Roller Coast of Up and Down Sales
When a business doesn't have enough sales cycles in a pipeline, sales roller coaster up and down. Projections are hit and miss. Sales people underperform. Revenues don't cover expenses on most month. It's a painful place to be.
It's common for businesses to rely on word-of-mouth, referrals and networking. However, these methods of marketing are largely uncontrollable. Who doesn't like a great referral? But when will it come?
We leverage our 20 years of marketing experience using telemarketing, direct mail, email and Internet marketing to help you grow your sales. We deliver a measurable marketing plan to deliver results. Our programs deliver new prequalified leads to your sales team nearly every day. We design a custom program for each client and manage programs hands-on to make sure they deliver. We're willing to grind each campaign to optimize results.
Lead Generation is at the front of the sales pipeline. If your lead generation is ineffective or inconsistent you hamper the sales process. We're able to develop lead generation programs to provide your sales team with a consistent flow of prequalified prospects. We help you build your sales pipeline and have enough sales cycles to be closing business consistently. It takes time and effort to figure out the right formula and mix of messaging and methods. A successful lead generation program creates a valuable asset for your company.
Get Off the Roller Coast of Up and Down Sales
When a business doesn't have enough sales cycles in a pipeline, sales roller coaster up and down. Projections are hit and miss. Sales people underperform. Revenues don't cover expenses on most month. It's a painful place to be.
It's common for businesses to rely on word-of-mouth, referrals and networking. However, these methods of marketing are largely uncontrollable. Who doesn't like a great referral? But when will it come?
The solution is to grow a large enough pipeline that new business is always closing. Each business has an optimum number of sales cycles needed in a sales funnel to produce consistent, sustainable sales. We help you find your optimum number and building your sales pipeline.
Focused Objectives
We develop a marketing plan to build your sales pipeline and generate revenue. We focus the objectives and develop the strategies and tactics to put the plan into action. A major part of the process is removing constraints in the marketing process. Each sequential step in the marketing process needs to be effective.
1. Method. What type of marketing should we use? Telemarketing? Direct mail? Google Adwords? We often mix the methods to get the best result. The method needs to be the right method for the campaign.
2. Offer. What type of offer should we use? Offers can be assertive or subtle. The goal is to have an offer that creates a strong response from the market. We have to test offers to find what works.
3. Messaging. What's the right message? Messaging is a very important part of any campaign. We have to say the right things to the target market to elicit the right responses. The company and product need to be positioned properly.
4. Prequalifying. What are the prequalifying questions? What creates a prequalified prospect? Every company and product will have a unique set of questions to create a prequalified prospect. The decisions makers need to determine the right questions to create a prequalified prospect.
5. How are prospects handled? Once a prequalified prospect is created, how is it managed? We need to determine who is going to work with the prospect to determine need and desire. Prequalified prospects can be closed, cultivated or continue to be communicated with.
Focused Objectives
We develop a marketing plan to build your sales pipeline and generate revenue. We focus the objectives and develop the strategies and tactics to put the plan into action. A major part of the process is removing constraints in the marketing process. Each sequential step in the marketing process needs to be effective.
1. Method. What type of marketing should we use? Telemarketing? Direct mail? Google Adwords? We often mix the methods to get the best result. The method needs to be the right method for the campaign.
2. Offer. What type of offer should we use? Offers can be assertive or subtle. The goal is to have an offer that creates a strong response from the market. We have to test offers to find what works.
3. Messaging. What's the right message? Messaging is a very important part of any campaign. We have to say the right things to the target market to elicit the right responses. The company and product need to be positioned properly.
4. Prequalifying. What are the prequalifying questions? What creates a prequalified prospect? Every company and product will have a unique set of questions to create a prequalified prospect. The decisions makers need to determine the right questions to create a prequalified prospect.
5. How are prospects handled? Once a prequalified prospect is created, how is it managed? We need to determine who is going to work with the prospect to determine need and desire. Prequalified prospects can be closed, cultivated or continue to be communicated with.