Inside Sales On Demand

As B2B firms review and assemble their marketing lead-to-sales closure sequence, it is critical that the process include lead development presales functions. The sales lead tele-qualification productivity measures will have a direct impact on the quality and quantity of the sales-ready lead pipeline, so how a firm goes about building its presales lead pipeline is of utmost importance.

At DMP, we recognize that the presales function requires a vastly different skill set and resources, management and capabilities than those required of the quota driven selling function and we staff accordingly.

Clients rely on us to manage numerous presales campaign types including:

  • Cold calling
  • Warm calling to a targeted list
  • Nurture leads which are greater than 6 months away from purchasing
  • New product launch Introduction
  • Tradeshow/webinar follow-ups
  • Trial/whitepaper/gated material follow-ups
  • Email/direct mail campaign follow-ups
  • Webinar/seminar audience acquisition
  • Channel partner initiatives
  • New Industry/surveys
  • Appointment setting

Why should a B2B organization discourage its sales (both inside and outside) reps from engaging in the activities listed above? Because it is a much better use of their time to concentrate on the vetted prospects that a presales team has uncovered. Sales reps should rightly focus on developing relationships with qualified prospects and most importantly, CLOSING THE DEAL.