Bridging Multi Channel Marketing and Sales Lead Generation
In the 21st century, companies that are start-up, early stage or well established are faced with myriad ways in which to apply their marketing efforts and hard earned dollars. Below is just a short list of channels:
- Direct mail/email campaigns.
- Search Engine Marketing and SEO.
- Industry events and conferences.
- Interactive/social media.
- Press releases
- …and the list goes on.
The message in all this is that you invest your time, effort and dollars in campaigns that are designed to fill your sales pipeline. But in order for that to happen, applying the above strategies requires your prospects to do something first. The measure of how good your marketing campaigns are is how often people will click on a link or call or connect when they see or hear an advertisement. Hopefully your messages are inspirational enough to make the prospect take that next step. But hope and wait are passive strategies.
The responses that do come in need a response mechanism which is likely your inside sales team who can then follow up and further qualify. These passive marketing campaigns create further awareness and that does soften up the battlefield for B2B telemarketing. More times than not, prospects need to hear from you or be touched multiple times before they make contact.
B2B telemarketing or telequalifcation is a proactive strategy that complements your marketing strategies. Both must be done in concert for true sales lead generation with the best qualified leads moving through the pipeline and developing into closed sales that deliver you revenue.
Bottom-line, it’s not just marketing nor just sales. It’s a concerted and effective handoff between the two groups for optimal results. We’ll take the active approach for you and turn passive interest into qualified interest. We’ll bridge the marketing to sales gap.
