B2B Lead Qualification Process
It’s not mainstream marketing.
And it won’t get you new customers overnight.
But if you want to work your way into high-value accounts and develop key relationships that result in you getting a crack at becoming their vendor this may interest you.
Only a small percentage of leads offer you REAL sales opportunities.
VP-level executives…CEOs…IT execs…Buyers…OEM or channel sales partners.
- Prospects you’ve met at trade shows
- Customers who have drifted away
- Subscribers to newsletters or webinars
- High-profile executives you’ve read about in business journals
First Phase B2B Lead Qualification Process: Introductory warm-cold calls to find prospects worth pursuing. I work the phones. Weak prospects noted. Stronger candidates flagged for follow-up.
Second Phase: Follow-up calls to uncover active selling opportunities. Best prospects are developed by routine call backs. Again, I’m working the phones and making the calls.
What You Learn: Sales opportunities you’ll NEVER hear about unless your ear is close to the ground! EXAMPLE — Vendor drops ball…you get the chance to prove what you can do. Scroll down for details.
Real-Time Follow-up Calls
My B2B lead qualification process of developing the best leads with real-time follow-up calls cannot be replicated by mass volume calling.
It boils down to how I interact with your prospect base.
Your prospects get to know me. And with each follow-up call I get to know them better!
Yes, it’s process.
But it makes the B2B lead qualification process a lot easier for you and your team.
Support from Your Team: What I need from your team to get your people in the door for face-to-face appointments
Email Follow-up: Emails from your reps mentioning my call plus updates on widgets or services you want introduced are essential so that your team and the prospects I contact get connected.
The Right Pitch: How your people outshine the competition plus key words and phrases that will “click” with your prospects are points I’ll need from you before making my calls.
Expect This From Nay Sayers: Top management will insist only salespeople with deep understanding of your markets can do sales development by phone.
- It’s myth based on ignorance rather than tested pre-sales business development experience.
- A good over the phone sales person can work any industry. Same goes for face-to- face sales. The top producers are at home regardless of product or service they sell.
- Bottom Line: My role is finding the right prospects…not making the sale. If your team remains skeptical all you have to do is test me out with a small trial project.
Pre-empt Existing Suppliers
Sooner or later EVERY vendor screws up a project. My real-time follow-up calls keep you informed on account activity so you’re ready to move when opportunity knocks.
Feedback: I give you immediate feedback with full notes and clear records of each call at all stages. Included are daily outcome reports so you can share information and adjust tactics.
You Monitor Account Activity: Because these updates are ongoing you can track results and jump in whenever a prospect is ready for a face-to face or wants a demo scheduled or has questions best answered by you or your team.
Strategic Calling Platform
The secret to keeping these updates on track is a strategic calling platform that makes reaching out to large groups of your contacts in a very personal way a very manageable process.
I’ve been using this sales tool for years and continue to marvel at it’s organizational efficiency.
Called TELEMAGIC, it slices and dices the database to come up with the best calls to make…organizes the calls…fast-dials the calls…takes notes…sends emails, etc.
From cold lead through satisfied customer TELEMAGIC streamlines the B2B lead qualification process of sales development by phone.
Best List: Of all direct marketing media you can use, your house list will bring you the highest response rates when you contact these prospects by phone.
So before buying an outside list let’s develop these prospects first!
Summary of How To Test My Strategic Calling Process
- Small Controlled Test
- You Pick Markets and List
- 200 Prospects Per Test
- Your Team Gets Actively Involved
- You Monitor Account Activity
- Adjust Tactics as Needed
- Test Month-To-Month
- Cancel Any Time
Will my B2B lead qualification process work for you?
Call me direct at 619-692-3110
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