Services

Sales Lead Generation and Qualification

It all starts with the sales lead. Pre-qualified leads are more likely to turn into profitable sales and repeat customers. Poorly-qualified leads can be just as expensive and labor-intensive to work, but they go nowhere while demoralizing the sales force.

At DMP, we’ve built our business by delivering high-value selling opportunities with better rates of qualification and forward progression in the sales process. That means first, that carefully chosen audience segments contacted by us are more likely to turn into leads and second, that these leads will stay engaged throughout the sales cycle.

Just as important, we help our clients with the timing of leads. When you have a fixed number of trained salespeople to handle accounts, too many leads can be as big a problem as too few. Our goal is to provide a true sales pipeline with a constant flow and no dry spells.

The DMP methodology involves sophisticated multi-touch contact efforts which can combine direct mail, e-mail, search engine marketing, web landing pages, events and surveys to maximize contact/response/interview rates and in turn, qualification and close rates. These are often overlaid with outbound telephone prospecting used for prequalification and appointment setting. DMP offers inbound call center services for response qualification, fulfillment and list cleaning and database appending are applied when appropriate.

Once generated and qualified, leads are captured in a format compatible with your CRM/SFA system or hosted in our proprietary LeadCenter system. This ensures that “hot” leads can be flagged and transferred to the sales force so no opportunities are missed. The same data can be used for nimble revisions of programs while they are in progress, so you can fine tune an existing campaign instead of waiting for the next campaign to correct a weak offer or erroneous qualification step.

For sales leads that could not be reached by the sales team, we realize that sometimes this happens, so give them back to us and we’ll nurture them and set up a con call and or appointment. Learn more.