Pipeline

You have a sales person or team that doesn't have time to make cold calls or follow-up calls to clients to nurture for the right timing.  You are trying to augment their calling and reach rate to your targeted audience and need to get there faster.  They may not have the skills for cold calling because they start selling vs making the appointment. You need to build your pipeline so that a percentage of pitched contacts will convert, but the funnel is not large enough to meet your revenue goals.

Leads

You have a list of contacts that may be qualified for your product or service and it requires focus in reaching them. You need a flow of constant leads that are ready for sales to run with it. You need to share your products or services, qualify prospects to see if they are in the market for your solution.  You want to gather marketing intelligence about competitor solutions, current needs, challenges, and timing and then rate leads to prioritize follow-up for your sales team. 

Lead Qualification

You have identified your target market and you have a huge list to call, but with the size of your sales team, it could take years. You need to reach and qualify the list of contacts in a reasonable amount of time to share your product or service. You need to confirm the contact name and gather email addresses for future email marketing and nurturing. You want to use the qualified leads that come to the top so you understand what will be needed internally and externally to follow-up and advance the sales stage.

Renewals-Telesales

You have a list of customers that need to renew user licenses, memberships or lapsed donors.  You don’t have the skilled staff internally that can focus or have time for the multiple attempts it may take to reach and nurture your renewal prospect. You need a solution that provides continuity in the renewal process so that you can ensure calls will be made monthly or yearly  to engage with your most important residual sale so that they convert and continue to be loyal to your company, association or mission.

Problem

A print, packaging & design software solution company was looking to test a new proactive prospecting method to market vs their usual passive digital and email marketing. They were looking for a faster more consistent way to acquire new clients.

Solution

QCSS designed a Lead Generation program to introduce the company, gather intelligence on the challenges they were having in using their current design software. We wove in talking points that generated interest in learning more that would save the prospects time and money. We came up with a lead rating system for lead follow-up prioritization based on specific data points. The leads would be sales ready with detailed notes for the sales team and the best time to call them.

Result

The lead generation cold calling test pilot program produced 350 hot leads in just 12 weeks that resulted in 150 new opportunities with $475K in projected revenues. This client rolled-out into a longer term program to augment their lead generation activities allowing their sales team to focus on closing. They now have a strategy that they can duplicate, ramp up & scale to meet their goals.