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Business Challenge
"Click to lead" approaches are being replaced by lead nurturing to develop the preliminary interest of prospective buyers into higher quality, sales ready leads.
The overall objectives are to:
- Establish and grow relationships with prospective buyers, even before they are ready to engage a sales person
- Provide value to buyers with educational content
- Earn trust and the right for a live conversation to qualify opportunities
- Improve sales effectiveness and efficiency by focusing sales people on serious opportunities
POV, Approach, and Services
This requires a combination of a defined program, clear strategies, marketing automation systems, relevant content, resources and expertise.
Following the direction of SiriusDecisions and others, we help implement a three step process:
- Lead generation with continuous nurturing activities by marketing
- Targeted engagement and qualification with a telesales function
- The process, content and systems that support lead management programs can also support sales execution. Marketing can assist sales in delivering relevant content on a regular and convenient basis, freeing sales from these administrative tasks to focus on higher value selling activities.
The process, content and systems that support lead management programs can also support sales execution. Marketing can assist sales in delivering relevant content on a regular and convenient basis, freeing sales from these administrative tasks to focus on higher value selling activities.
Find New Customers
Find New Customers specializes in helping businesses develop lead generation processes to find and acquire new customers. From beginning to end, Find New Customers maps and documents the processes, rules and metrics businesses need to grow revenue and market share. Our partnership with Avitage provides the operational support we need to execute lead management programs for our customers.
Avitage
To complement Avitage services of content creation, management and delivery for marketing and sales communications, we've turned to Grindstone. We recognized the need for a partner to contribute the critical functions of lead generation, qualification, nurturing and even closing from telesales services. Together, we provide our customers maximum effectiveness, outcomes, value and accountability.
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