Which Top Sales Strategies are Being Enacted Today?
Posted by Kathy Tito at 12:18 PM Inside Sales Trends | B2B Lead Generation
As companies align marketing projects with sales strategies, we are seeing a trend in the types of programs that gained popularity in Q4, and are going strong today. The common goal is prospect targeting and qualification.
The bottom line: companies want to wisely put their hard-earned marketing dollars toward reaching prioritized prospects, and not waste time or money with bad contact information.
Surveys & Scoring: Many companies are having CCSI administer critical lead qualification questions, such as level of satisfaction with existing solutions and other information that contribute to lead scoring. Once prospects are scored, and the correct contact is verified, a prioritized and relevant multi-channel lead generation campaign can begin.
| Suddenly 3,000 half-baked leads become segmented into highly-qualified categories, which can end up optimizing your marketing spend. |
Database Clean-ups: We have just successfully completed back-to-back list clean ups for companies that need to get the most out of their multi-channel outreach. If you are going to spend on a direct mail piece – it certainly needs to reach the right recipients. Both clients purchased contact lists (always a dicey proposition) and tapped CCSI to quickly verify contact information and capture email addresses.
| In a great example of “spend to save” – this step will lead to a far more successful development of qualified sales opportunities, and make direct mail investments pay off. |
Appointment Setting: Some companies are taking the “all in one” approach for database clean-up, lead qualification, and appointment setting. Database clean-up can be a by-product of a larger appointment setting campaign. Clients can elect to receive database updates in addition to their leads, which are qualified based on their criteria.
| Database clean-up can be a by-product of a more sophisticated lead generation campaign. |
Good luck achieving your Q1 lead generation goals. We are here to ensure that you do.
Kathryn Tito
Director of Marketing & Business Development
Call Center Services, Inc.
(978) 513 - 1225
