CLIENT CASE STUDY SNAPSHOT
EDU Sales-Ready Lead-Gen Campaign
Field Marketing Manager
Direct Marketing Partners
is an outsourced business-to-business marketing service provider. Through the use of proprietary tools, personalized multi-touch strategies, and unmatched analytics, we specialize in optimizing sales-ready lead pipelines, accelerating our clients’ marketing-through-sales cycles, and achieving measurable, robust ROI. Our core competencies include salesready lead generation and qualification, direct and channel partner lead pipeline management, audience acquisition, and database marketing and management.
|
Best in Class Sales-Ready Lead Generation for Public Sector Solution ProvidersClient Challenge
Despite having met past quarterly lead generation goals, this DMP client had fallen short of sales revenue targets. While the client had delivered on lead goals, with a previous teleprospecting vendor, they had not met sales revenue targets, as the other vendor’s leads fell out of the sales process at a high rate and caused the client’s sales team to lose confidence in the program.
The client needed to deliver well-qualified, sales-ready leads to restore the sales team’s confidence in marketing, boost near term sales revenue and meet revenue targets.
The client chose DMP to develop and execute a qualified lead generation program that would enable their sales team to sell more to their higher education accounts.
DMP Solution
Using our reverse sales funnel engineering process, DMP worked with out client to determine the number of sales-ready leads required to meet revenue goals. We then designed and implemented a multi-touch campaign which consisted of the following:
DMP scored and qualified leads per the client’s custom criteria. Only highly qualified sales-ready leads were routed to the sales team for follow-up. Less qualified leads were kept in the nurture queue.
DMP exceeded sales pipeline generation goals
|
Back to Home |