We have developed a unique innovative lead generation approach focusing on quality rather than quantity.
We have vast experience partnering with companies who have high value, complex products and services that require expert sales. Feedback from our clients is that a quality lead generation approach is key to maximize their ROI from lead generation campaigns. This new approach has allowed us to gain recognition worldwide in supporting companies in driving new business development.
Lead generation describes the process of stimulating and capturing interest in a product or service for the purpose of developing a sales pipeline.
In recent years the buying process has changed. To ensure that we are ahead of the curve we have developed and adapted ways to communicate effectively with potential buyers. Instead of reaching new buyers with mass generic advertising campaigns or bulk emailing, we have developed innovative ways to analyse potential buyers and the buying group dynamic, resulting in a strategy that maintains continuous relationships with each and every buyer.
Our 3 point plan for Lead Generation…
Quality not just Quantity!
Remember that not all lead generation processes are created equal. One of the top priorities in driving sustainable business development should be lead quality, which is one of the biggest challenges facing marketers today.
Understand your acronyms!
Understanding how to qualify your prospects correctly is key for any lead generation campaign. Using MANACT (Money, Authority, Need, Aspiration, Competition and Timeline) to qualify your prospects will allow you to focus your attention on the prospects that fit all your criteria, maximising your ROI.
Know your audience!
The buying ecosystem has resulted in a change from a single ‘buyer’ into multiple ‘buyers’. This has produced ‘four unique buyers’ who will all play a part in deciding what product or services will be procured.