As a Sales Leader you’re entrusted with the responsibility of growing your business. You know how to generate sales leads and that a comprehensive sales development & lead generation strategy is key. You also know that typically Lead Generation and Appointment Setting Companies charge a fair amount and the long term value and the ROI are not always measurable.
What you really need is a comprehensive program:
First, you need a solid prospect list. It starts with an assessment of your target market, its’ decision makers & problems - and how you uniquely solve those problems. Your “House List” of highly-desirable targets with profiled companies, old customers & lost prospects needs to be cleansed, researched, imported and constantly monitored for updates.
Next, you need to develop and nurture your leads. Typically, people aren’t ready to buy the first time they engage with your company. Educating prospects through marketing efforts that include warm, human touches helps them understand who you are and how you can help them. It allows you to tailor your messages to them and allows you to act as a tour guide until your prospect is ready to engage further.
Third, your Sales Development Methodology must be comprehensive. It has to be well-planned with a measurable process that engages your highest-value prospects. It should include everything from teleprospecting to cold-calling, email marketing campaigns and other forms of traditional Business to Business lead generation and lead nurturing along with social media monitoring, using smart agents for prospecting and other not-so-traditional lead management methods.
Finally, your approach must be professional, consistent and have a message that resonates with your prospects. When you hire an outside firm to help, you don’t want your prospects feeling like they’re talking to a telemarketer – you need professionals who can talk to professionals.
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