More than fifty percent of sales people believe that the value of leads coming from their marketing department needs serious improvement. As a result, 70% to 90% of marketing leads are never followed up by sales. Why? Because they lack the deep-dive business insight to qualify them as sales-ready.
In the CMO Council‘s report, “Closing the Gap: The Sales and Marketing Alignment Imperative,” one study concluded “…there is an urgent need for marketing, sales, and channel management to align and embrace technologies, processes, and programs that enable wider and deeper customer conversations, as well as leverage the knowledge, influence, and access of the channel and continuously refine the delivery of products and services in the most painless, seamless, and satisfying way.”
We speak your prospects’ language and understand how your solutions solve their problems. This helps us get you in the door, better prepared and ahead of the competition. Our process takes the time to engage a decision maker in dialog, get the prospect intelligence we need, and maintain and nurture that prospect until they become a sales-ready opportunity. We deliver “ready to buy” opportunities directly to sales, with a level of prospect intelligence that saves your sales reps time and prepares them for follow up. Stalled leads, or leads not quite in the buying phase, are recycled through the prospect development process, to keep them engaged until they’re ready to buy. Sales, which seldom has the time or manpower to nuture future buyers, is free to concentrate on more immediate deals.
Our marketing programs and campaigns, grounded in real-time, explicit buyer intelligence, draw motivated and informed responders, which are then either passed on as high-quality leads to sales, or turned over to responder management for further care. As a result, sales people are always working on warm prospects with the highest possibility of buying in the short term. Since most responders end up buying within 6-18 months, your sales pipeline is continually being back-filled with potential buyers, improving the likelihood of a purchase from you.
Learn more about how to improve your impact on sales. contact us today »