Inside Sales

An effective inside sales program is a competitive advantage and  is necessary if you want to avoid wasting your lead generation investments. I know this from my experience working with dozens of technology companies while in the content marketing and lead generation business prior to starting this company. 

For three years I worked with one of the larger, better known, content distribution and content marketing companies. I learned that content, white papers, case studies, etc, are important tools for cultivating and generating leads. I also learned that companies very often completely fail to convert leads into appointments and opportunities. It also became clear that companies that  happened to have insides sales staff tended to have more success with the lead generation programs they bought from me.

Many technology companies have small sales and marketing teams, and no inside sales people. The sales team is typically a handful of senior level people, probably working in a virtual office and traveling a great deal. Leads come in and sit, and finally get minimal attention (a call or two an email and that’s it.) You can change this scenerio by engaging Lead Development Services to act on leads as they come in and increase your conversion rate dramatically.  You can also use us to help you create and improve lead generation programs.

The major focus of Lead Development Services is to improve marketing effectiveness by making sure more leads get transitioned to your sales team as scheduled appointments.

How the service works:

  • Assess your lead generation situation and product space to make sure we are a good fit for you and come to an agreement on a limited trial to test whether we can really help you.
  • Determine how processes will work so that we get the leads in a timely fashion and determine how leads that have been processed are transitioned to sales or back to marketing.
  • Orientation - Just like any new sales person, we need to get some education and training on your offering. We need to know enough to explain the product in order to get people to agree to a meeting.
  • Take your leads, old and new and begin to call and email them to assess their sales value. Sales ready leads are transitioned to you or your sales people as scheduled appointments. A combination of calls and emails is best.
  • Have weekly or bi-monthly calls to review results.

This is a cursory overview of how we can be engaged to help you improve your results by converting more leads into appointments. Your situation is unique and to get the best understanding of how we can help, it will be necessary to have a conversation. Call 877-408-5097