Is This How Your Sales Team Views Leads?
Direct Marketing Partners
is an outsourced business-to-business marketing service provider. Through the use of proprietary tools, personalized multi-touch strategies, and unmatched analytics, we specialize in optimizing lead pipelines, accelerating our clients' marketing-through-sales cycles, and achieving measurable, robust ROI. Our core competencies include sales lead generation and qualification, direct and channel partner lead pipeline management, audience acquisition, and database marketing and management.
Optimizing the Pipeline for Sales-Ready Leads
The Ineffective Go-To-Market Problem Unveiled
A joint report from The Chief Marketing Officer (CMO) Council and the Boston Consulting Group shook the B2B marketing industry when the study revealed an alarming trend: "the majority of global companies surveyed acknowledged significant deficiencies in their go-to-market capabilities and sales processes." Findings showed major disconnects between what B2B firms know they should be doing and what they are actually doing to enhance their go-to-market processes.
Furthermore, only 6% of executives surveyed were satisfied with their go-to-market capabilities enough to rate them "extremely good". The CMO Council summed up the issue, saying that most firms are focusing on "small and near term problems instead of tackling larger strategic…issues". Clearly, the pressure is now on at the senior level to better align sales and marketing and resolve this inefficiency gap.
The Solution: Sales Lead Optimization
Sales Lead Optimization is defined as the go-to-market process, unique to each company's scenario and marketplace, which yields pre-qualified selling opportunities with accelerated rates of progression through the sales cycle.
Yet, many firms still rely on campaigns that achieve only a 1% - 3% response rate. Then only a subset─typically 4% - 8% of those─meet the criteria for a qualified lead set by the sales force.
Senior management is now challenging this scenario. By raising the bar and demanding ROI on marketing campaign budgets, management has created a rush towards adopting the sales lead optimization approach.
DMP has perfected the sales lead optimization process. We bridge the gap between sales and marketing by delivering truly qualified, sales-ready leads to our clients, helping them achieve higher sales yields from fewer resources and making the entire team successful.
Give Your Team a New Perspective
Step-by-Step Sales Lead Optimization
Throughout the campaign(s), DMP utilizes a continuous improvement process to refine the go-to-market variables to improve and increase results into the optimal zone. Sales Pipeline objectives are met in less time and at lower total cost.
How can DMP optimize your pipeline?