B2B Lead Generation

Qualified Lead Identification

Jeff Blount of Sales Gravy says, “the more you prospect, the luckier you get”. Jeff knows that it really has nothing to do with luck, more to do with statistics. Statistically, sales and marketing teams must keep the sales pipeline full of qualified prospects. It’s a daily imperative.

At GAD, we realize that there is a lot of “gray area” in lead generation. We also know that a struggle typically exists between marketing and sales teams over what a qualified lead looks like. Our first objective when meeting with a client to build a lead generation campaign is to gain a solid understanding of how you define a qualified lead. Some marketers will engage in a discussion of market qualified leads (MQL’s) versus sales qualified leads (SQL’s). While this can be beneficial, at the end of the day, we want to deliver the quality of leads your sales team will enthusiastically follow-up with.

If your objective is to gain more “at bats” for your sales team, a lead identification campaign might make the most sense; identifying suspects who fit specific personas/properties. On the other hand, your objective might include qualified prospects who are scheduled for a demo call. These efforts require different agent skillsets. Knowing your objectives will help us to create the most successful solution to deliver the desired result.

Content Marketing Lead Qualification

Hubspot reports that on average, organizations generate 1,523 leads per month. A lot of money is being invested in content development & email automation campaigns. Many companies are generating a decent number of inbound leads, but over time these leads tend to turn stale. This is usually a result of not having the capacity to convert MQL’s to an opportunity. Engaging a specialized team to further nurture these leads can considerably help close the gap.

Cold Call Lead Generation

If you’re not investing in inbound lead generation efforts, the telephone can provide an opportunity to quickly generate market qualified leads through cold call lead generation. The team at GAD will work with you to identify the best performing lists to target and develop leads for your internal sales team.

CRM Integration

GAD is well-versed in several CRM software applications. In addition, we can program our propriety script system to update data in your CRM if it has an open API.

Cold Call Lead Generation

If you’re not investing in inbound lead generation efforts, the telephone can provide an opportunity to quickly generate market qualified leads through cold call lead generation. The team at GAD will work with you to identify the best performing lists to target and develop leads for your internal sales team.

CRM Integration

GAD is well-versed in several CRM software applications. In addition, we can program our propriety script system to update data in your CRM if it has an open API.

Telemarketing Resources