Dedicated SWAT-Team: Leads, Pipeline & Appointment Setting

Many technology marketers jumped into outsourced lead generation bandwagon, ramped up quickly, yet many more failed to make these initiatives result in revenues necessary to justify costs. Even some of the most established vendors struggled with this challenge.

The Challenges You Face:

  • Not enough actionable leads
  • Sales executives busy
    with prospecting instead of selling
  • Poor targeting of audience using rented lists
  • Lack of pre- and post-event communication discipline



Problem 80% of leads in pipeline are not qualified (their score is too low), and they are not educated about company value proposition
Solution Continuous, automated nurturing effort with human value-add:
Re-purpose content to educate pipeline on a regular basis
Primary Vehicle Email (message delivery), Microsite (dynamic score updates)
Secondary Vehicle Telephone (qualified lead verification, appointment setting)
Process 3-step newsletters/quarterly calls nurturing campaign
Sample Team Structure 1 Newsletter Manager, 2 Telemarketers



 

"My in-house sales team began receiving high-scored leads just five days after we began working with FeedAbo. I'm satisfied with the results, especially the response/scoring mechanism and quality of nurturing."

Julia Guzman, VP of ISV Marketing, Altoros Systems, Inc.
Copyright © 2010 FeedAbo