Does your sales organization beg for campaigns aimed at generating leads in their territory? Of course they do – it’s what should lead to big bucks for them!
So why not help them and your company by giving them a gift that will last all year – orchestrate a program in each region specifically designed to get them in the door of their top 50 accounts.
- Have your sales organization send you their top 50 accounts with any contacts that they have.
- Research each target account to identify the contact(s) responsible for purchasing your category of product. This is also a great time to identify valuable company information such as revenue, employees, additional sites, etc.
- Send a targeted direct mail piece to each contact – customizing as much as possible to reflect the information gleaned from step 2.
- Conduct conversations by phone with each target account designed to qualify what opportunities exist and who is involved.
- Schedule follow-up next steps with prospects depending on their level of interest and agreed next steps.
When all goes as planned you may actually find a model worth replicating each quarter. What a perfect way to help your sales organization all year long — with a process that continuously produces appointments for the sales organization and revenue for you.
Want to talk further with a lead generation expert? Contact Invenio today.