DMP’s lead generation services offer you the following:

• BANT qualified leads
• Qualified contact database
• High-value selling opportunities
• Continuous lead management & nurturing
• Carefully targeted prospects
• Lead transfer to any CRM system

The B2B sales process is often a complex experience and finding buyers for your products and services does not happen overnight. Industry studies show that it takes an average of 12 touches to convert a cold prospect to a fully qualified, sales-ready lead. In order to make that happen, companies must continually engage prospects with relevant messaging until they are thoroughly qualified. At DMP, we integrate lead management, lead nurturing and lead optimization with the single goal of finding prospects for your business solutions.

Lead generation methodology

Our lead generation methodology involves multi-touch contact efforts which can include acquired lists, email responders, webinar registrants and more. These contact vehicles are often overlaid with outbound telephone prospecting to pre-qualify prospects and append missing data.  The result is a robust database of contacts that we consider your most valuable asset. (See Saving the Goose: Nurturing Leads with the Human Touch).

It’s equally important to be sure that no leads “leak out” during the marketing-through-sales conversion process. We can keep prospects active and interested through multiple touches while reporting back to you on their changing interests so you’ll be ready to close the sale at the same moment that they are.

Efficient and Affordable Lead Generation

As an example, a custom direct mail piece or email might be followed up by a timely telephone call to confirm the prospect received the mailing and to further explain the offer and assess their level of interest. A seminar invitation and registration will be followed up by reminder calls and e-mails, delivering a thank-you and appropriate follow-up offer. Because DMP offers many media alternatives under one roof, executing these necessary touches is both efficient and affordable.  And if a prospect tells us to call back in 6 months, we can do that in longer campaigns.

Once generated,  qualified leads are captured in a format compatible with your CRM/SFA system or hosted in our proprietary LeadCenter system. This ensures that “hot” leads can be flagged and transferred to the sales force immediately, so no opportunities are missed. Additional BANT leads and sales appointments are sent to your sales teams daily, with prospects that don’t yet match your qualification specifications returning to the nurture queue for subsequent re-engagement.

What is a “Qualified Sales Lead” anyway?  Ask your salespeople!

Many demand generation programs fail or work inefficiently because of a disconnect between the marketing department, which produces the leads, and the sales department, which is responsible for turning them into sales. The best solution: work with your salespeople to develop a specification for a “sales-ready” lead. This often translates to a BANT-quality lead:

Budget: Determine if project is funded

Authority: Is contact a decision-maker or influencer

Need: Can your solution solve the problem

Timeframe to Purchase: Does timeframe match your requirements