LeadGen.com and its Partners can provide you with dozens of powerful and effective Sales and Marketing solutions - plus the experience and expertise to manage and implement your solution - so you get the results you want, no matter what your challenge is.
Lead Generation is the process of creating awareness and stimulating interest, among qualified suspects within your target market, in talking with you about how you can help satisfy their needs.
Professional B2B Telemarketing / Lead Generation
The fastest, least expensive and most effective way to get in the door is with professional B2B telemarketing - good old-fashioned cold calling. But while most call-center based telemarketers don't have professional-level skills, and most salespeople just hate cold calling, at LeadGen.com we can do it all. We utilize only experienced, domestic B2B sales professionals who have an average of more than 15 years of B2B sales experience, and training in the most effective techniques available. And we can set high-quality, confirmed appointments with decision makers who need your products or services, and who want to talk with you about how you can help - so your opportunities are tee'd up and ready to go. [more]
Rates for experienced, outsourced telemarketing vary a little bit, but what really matters is your ultimate cost-per-lead, which is a function of the hourly rate times the average number of hours it takes to generate a lead. This suggests that paying less per-hour won't necessarily get you a lower cost. So beware. You need to understand that what drives the ultimate cost and profitability of the program is the quality of the telemarketer and the management of the program, not the hourly rate. Typical commercial and industrial appointments tend to come out in the range of $150-$250/appointment, but the cost can vary widely depending on the product and the market.
Getting in the door with C-Level executives at large companies is a little like getting asked to join an exclusive club. There are political issues, incumbent relationships, gatekeepers, and a natural tendency to delegate. But if you really need that high-level entry, we have proven techniques to get you in the door, especially if it's the door to the corner office. [more]
As with other types of programs, the hourly rate bears little relationship to the ultimate cost-per-lead. And so you have to pay more to get someone who can get in the door with a CEO. But just like with other types of telemarketing campaigns, the program matters as much as the person. EAS programs generally involve a set-up fee because they take more forethought, and research and calling are above that. Appointment rates vary, of course, but with the right person, and the right program, EAS can be extremely profitable - because you're getting in at a high level.
Getting Specced In
Getting in early, before your competition even knows there's an opportunity, is the most effective way to control the spec and insure that you get the business. At LeadGen.com we'll get you in the door with the hidden decision influencers like engineers and architects - the ones who can wire the job for you, so you can shut out your competition, win the job, and protect your margins. [more]
The kind of person you need on the phones for a GSI program is generally someone with a little technical background - someone who can "talk the talk." But watch out. A lot of telemarketers will tell you that they have worked on technology projects, but that doesn't necessarily mean they can set up spec-ins. A successful GSI program has as much as, or more, to do with strategy than it does even with phone skills.
Paring a list of 2,000 suspects down to the hundred who actually need your product is the secret to minimizing your waste and cost-per-lead. At LeadGen.com we'll pre-screen your list by making sure the contacts are correct, that they have an application or need, and that they're actually worth going after. So you can conserve your fire-power for where it's needed: getting in the door, and closing the sale. [more]
Pre-qualification programs can be implemented relatively inexpensively, because we're not actually booking the appointment. But the big factor is limiting how much information you need to gather in order to qualify-in the prospect. Done well, a prequalification program can often save tens of thousands of dollars or more in wasted sales and marketing effort.
Most people eventually find out that the conventional "drip" campaign is a waste of time and money. Contacts rarely see or read your material, as they become immunized to your message. But a Nurture campaign, where we call your prospects periodically - and actually engage with them - can keep you "top of mind," and make sure you know about it when the prospect is ready to pull the trigger. [more]
The fact is that many purchase decisions are made at a particular time of the year. For example, businesses don't buy insurance every day, they shop around renewal time. (Yes, we can pitch a BOR, but you have to have a very compelling reason for someone to change mid-year.) And many commodities have fallen victim to Supply Chain Management, who schedules contracts for annual review regardless of changing needs. So if you want to be there at the right time, then you need to be there all the time.
LeadGen.com can nurture prospects until they're ready to buy with a Nurture campaign at our regular lead generation rates. We can also look for needs and applications, and find decision makers, while we're nurturing. So you don't just drip, but you actually make a splash.
If you have a stack of "leads," and you don't know if they're any good or not, call us. We can confirm the contact information, make sure there's a qualifying need or uncover one, determine their ability to pay, and book the appointment with prospects who are truly worth meeting. A lead qualification program from LeadGen.com can keep your salespeople on the street, and prevent them from chasing leads that aren't worth their time. [more]
Many of today's marketing programs produce a torrent of unqualified sales leads. Marketing isn't equipped to follow them up. And the salespeople don't want them because they're not yet qualified. So you end up with a huge disconnect between Marketing and Sales - and both programs can go to waste.
At LeadGen.com, however, we can follow-up your leads, research the accurate contact information, stimulate (or re-stimulate) interest, if necessary, and then book the appointment. A good Lead Qualification program from LeadGen.com can find the diamonds in your field of rocks, and keep your salespeople on the team.
If you have a product that can be sold over the phone in one or two calls, Telesales is the way to go. At LeadGen.com, we have Telesales professionals who can find your buyers, uncover their needs, prove your value, close the sale and process the order. All you have to do is support your new customers. [more]
Telesales programs are available under both hourly rates, as well as straight commission. For more information, call your LeadGen.com rep today.
Trade Show Pre-Calls and Follow-Ups
Whether you're exhibiting at a trade show, or just attending, what you do both before and after the show matters much more than what you do at the show. If you're exhibiting, it's critical to call all your prospects before the show. And don't just invite them to your booth; tell them that you'll have a special gift for them. (Chocolate is ideal.) And after the show, be sure to call everyone who stopped by your booth. Studies show that 96% of trade show leads are never followed up! [more]
Trade show pre-calls and follow-ups can turn a show that has lackluster traffic into a success, and turn a good show into a blockbuster. Why risk it all on the sponsor's ability to generate traffic, and subject yourself to the competition for visitors, when you can drive traffic and generate real leads with pre-calls and follow-ups.
Basic B2B Telemarketing
Many relatively simple B2B products and services just need someone who's competent on the phones - someone who's able to pick up the phone, contact a buyer, and find out if the prospect has a need. And if they do, then getting a shot at the business is a simple matter of asking for one. [more]
While many campaigns face gatekeepers and objections, some - like industrial and commercial commodities - have open and regular purchasing processes. And so a well-trained, basic telemarketer is the perfect choice for getting you an "at bat," for a price you can afford.
Telemarketing Plan - Basic
An effective telemarketing program, even a simple one, doesn't come from a good script. It comes from an understanding of your Value Proposition, and of your market - documented in a Basic Telemarketing Plan. [more]
If you want to put together even a quick telemarketing program, we can show you how to do it, or do it for you, by developing a Basic Telemarketing Plan. To get started, just click on the "GetStarted" link below.
Telemarketing Plan - EAS
Getting in at high levels requires not only an understanding of your value proposition, it also requires that you understand the buyer's environment - even if they don't yet know they're buyers. In developing a plan for an Executive Appointment-Setting campaign, we make sure that the politics don't get in the way, and nothing else does, either. [more]
To build an EAS Telemarketing Plan, it's helpful to have copies of all your collateral material, including your case histories, of course. But we'll also need to talk about prior selling situations, and maybe do some research - to make sure you're positioned correctly and effectively. To get started, just click on the "GetStarted" link below.
Telemarketing Plan - Professional
If you compete in a more complex market, or if your Value Proposition is more complex, you'll need our Professional Telemarketing Plan. In the Professional Plan, we make sure that we can uncover needs, unhook your competition - and the "Do nothing" option - and get you in the door. So you can get a legitimate shot at the business. [more]
To build a Professional Telemarketing Plan, be sure we have copies of all your collateral material, including your case histories. And if you don't have any, we can write them for you. So you have all the arrows you need in your quivver. To get started, just click on the "GetStarted" link below.
Monthly Lead Generation Package
In some cases, the characteristics of the market are such that one tactic, say, telemarketing, may not be enough to prime the pump. You may need several components, including the development of case histories or sell sheets, extra strategy development, list acquisition, collateral material, email, send-out and follow-up elements to be developed and tested. The monthly lead generation package allows up to be more flexible in terms of what solutions we bring to bear in developing an effective campaign, within your fixed budget. [more]
Details of the program will tend to vary initially, and will change as we encounter particular situations in the market. Regardless, the goal of any Lead Generation program is to find you new business, and to prime your revenue pump.
Done-For-You LinkedIn Lead Generation
LinkedIn is a critical tool for many B2B marketers today because it enables you to connect with the decision makers you need to reach. But you need to know how to identify your decision makers on the platform - which is hard to do, and how to reach out to them so they'll actually engage with you - which can be time-consuming. And it especially requires approaching the prospect with just the right message. Done-For-You LinkedIn Lead Generation, however, can turn LinkedIn into a proactive lead generation tool! [more]
Is your product or service still unknown to your ideal prospects? Are traditional business development methods yielding disappointing results? Are you looking for a high-tech, 21st-century lead generation system that is automated and produces consistent, sustainable results? This program will be a definite game changer for your business! Our LinkedIn Lead Generation Program is ideal if:
With KPG's Done-For-You LinkedIn Lead Generation, you can turn LinkedIn into a lead generation machine!
Campaign components are the building blocks of your sales or marketing program.
If all you need is a script, we can often write it for you in a matter of days. And it won't be out of a cookbook. It will be personal to your business, because we know how unique you - and your prospects - are. Whether you need a script for your telemarketers, or a talk-track for your outside salespeople, we know how to guide a call that moves the sales process forward, not sideways. [more]
Writing a good script isn't a matter of mapping out how you're going handle objections. A good script starts with a deep understanding of your value proposition, based on case histories and EVC. It exists in several versions, including a metric-based, reference based and benefit based version. And objections handles? If you're worried about objections, then you don't understand sales. At LeadGen.com, though, we can create compelling and conversational scripts that sell the appointment, often for only a few hundred dollars - instead of thousands in lost sales, and months of lost opportunity.
At the core of every good marketing program is a set of case histories. As primal as a bedtime story, case histories connect you with prospects and customers. They form the basis for the training, and for the questions that uncover needs and build value, that are the tools of the trade. At LeadGen.com, we can write case histories for you that are compelling and effective, without breaking the bank. [more]
The format for a good case history is like a five act play. It has some stage-setting, a crisis, a hero riding to the rescue on a white horse, a grateful town waving goodbye as the hero rides off into the sunset, and a moral to the story. And the dirty little secret? Attribution isn't necessary.
At LeadGen.com, we can write case histories that will have your prospects calling you, instead of you chasing them - for barely a few hundred dollars each, if you have some stories to tell.
One of the most neglected sales aids is the lowly cover note. But if you think about it, you need one for virtually everything you send to the prospect, whether it's a proposal or just a follow-up email. At LeadGen.com, we can create templates for your cover notes that sell for you, so you get more bang for your buck. [more]
If you work with LeadGen.com, you'll quickly learn that, in our view, everything you do is an opportunity to sell. That means voice mails, business cards, and especially cover notes are opportunities to uncover needs, and build value. At LeadGen.com, we'll write cover notes and letters that will actually do some selling for you, even while you're not there.
Despite what many so-called sales experts will tell you about the "Send me something" objection, that fact of the matter is that gathering information can be a legitimate step in letting you in the door. (Whether it's a stall or not depends entirely on other factors.) But if you're going to send something, you need to make sure that it does what you need it to do: Accelerate the lead. At LeadGen.com, we know what to send them, and how to turn it into a real sales aid. [more]
At LeadGen.com, we understand what your prospects are looking for. They want information that provides value, and that addresses their personal, as well as business, concerns. It needs to be easy-to-read. And it needs to talk a lot more about them than you. At LeadGen.com, we can design collateral material, sales aids and sell sheets that connect with the prospect, not the round file.
Economic-Value-to-the-Customer (EVC) Models
In B2B, at least, most decisions involve an economic rationale - even if the decisions aren't entirely rational. At LeadGen.com we can build an Economic Value to the Customer (EVC) model for you that persuades your prospects that buying your product or service will save them money, time, or whatever else they think matters. [more]
An EVC model is one of your most important sales aids in B2B, and often in consumer markets, too. Because if you can't portray your value in a simple spreadsheet, how is the prospect supposed to defend his decision to buy from you to his boss or spouse? At LeadGen.com, we've mastered the art of telling a story with numbers. We can show your prospects how they'll generate a positive ROI by buying from you. And we can change the competitive dynamic so you can put the other guy back on his heels, usually for less than the cost of a sales call.
Everybody wants a better list, and everyone wants good email addresses. But did you know that the best list is also one of the cheapest? And as for email addresses, do you really want to use someone else's old spam list that's just going to bounce? At LeadGen.com, we can source a list for you, or build you a list that's going to be yours, and yours alone - and pay for itself right out of the box. [more]
Prices vary widely for lists, and whether you buy it commercially, clean up an in-house list, or build a new list from scratch. But the most important thing to do is to first look at why you need a list. What is your marketing strategy that causes you to require a list? Do you want a list so that you can send emails because it's cheap? Or did you conclude, through some analysis, that you need to be doing email marketing - and therefore you need an email list? There's a huge difference between these two situations. And there's going to be a huge difference in cost, frustration and results. At LeadGen.com, we'll help you work through the strategy issues, if you want, before we get you the right list.
Social Media Content
There are several challenges to effective Social Media Marketing. The first is to find venues where you can place your content. Unlike in consumer markets, the key is to be sure it's visited by your target customers. The second challenge is to come up with compelling content. If it isn't click-bait, not one will read it. But if it doesn't have an "irresistable offer," it won't convert. At LeadGen.com, we can identify the right media where your material will be seen, create content for you that will get your prospect's attention and interest, and them get them to convert. So all you have to do is handle the inbound leads. [more]
For most its advocates in B2B, Social Media Marketing is a solution in search of a problem. Like the nonsense that "57% of the decision process is complete before the prospect ever engages with the vendor." (It's actually a classic case of a rogue statistic.) At LeadGen.com, though, we use the tools of Social Media Marketing to do direct marketing - which is the only way to make it pay off.
Once we identify a good list source, we can acquire it for you, and upload it to your contact management system - or ours, for a calling program, direct mail, email, or whatever else you need. [more]
The quality (and prices) of lists vary widely, and it's easy to buy a list that's fundamentally worthless. At LeadGen.com, we'll make sure that your investment in a list is the best you can get.
An effective Sales and Marketing program starts with a Situation Analysis - even if it's just written on the back-of-an-envelope. This is because, no matter what solution you end up with, if it wasn't designed to overcome your real-world challenges, it's virtually guaranteed to fail.
At LeadGen.com we don't believe in "Ready, Fire, Aim." Instead, we always plan before we act, and think before we talk. That way you get the benefit of our decades of experience when applying our solutions. [more]
An absence of planning and analysis is why so many marketing programs fail to generate qualified sales leads, and why so many sales programs are unprofitable. This is because you can't write an effective telemarketing script without an awareness of the prospect's needs. You can't design an effective social media program without knowing your prospect's digital habits. And you can't make a good sales call without understanding the prospect's decision process.
It all starts, of course, with asking the right questions - which you can find here - with you telling us as much as you can about your goals and challenges.
Providing a solid foundation for success, a comprehensive Marketing Plan insures that we don't miss any clues about where to find opportunity, or run into any barriers-to-success that we can't overcome. [more]
Developing an effective Marketing Plan starts with learning everything we can about your specific goals and objectives, as well as the challenges you've encountered in trying to achieve them. In this way we don't have to re-make your mistakes. And we may even be able to simply tweak what you're doing in order to get you on the path to success.
Once we "know what you know," we then analyze the information in the context of the hundreds of other campaigns we've already done, as well as other secondary and primary research, to come up with a set of recommendations for achieving your goals. The Marketing Plan then becomes a roadmap for getting you from "where you are" to "where you want to be" - quickly, cost-effectively, and with as little risk as possible.
The Gemstone Data web-based data portal is where companies can access every database we offer online, run counts with hundreds of demographics to choose from, and download their direct mail and/or telemarketing lists in real-time. [more]
The data portal provides users with the capability to customize their prospects lists with the information they need. Users can access US Consumer, Cell Phone, and Business databases through the web-based data portal. In addition, speciality databases can be added on to the product. This gives customers the capability to identify and access the data they need to help ensure implementation of marketing campaigns on schedule. In addition, the database enables seamless deployment of email marketing campaigns, thereby enhancing brand awareness and recognition.
With all the data available on the Internet, and the right tools to mine it, there's no reason to tolerate waste in your marketing program. Data mining can enable you to focus your promotions on companies that explicitly or implicitly need your products and services, and then attach the contact information you need for decision makers. [more]
Commercial mailing lists and email lists are catastrophically bad for most B2B companies. First, they tell you nothing about whether the company has a need, and instead they lull you into believing that the low cost of emailing makes waste a non-issue. But having your domain branded as a spammer can be fatal to your SEO, and even your ability to operate. Data mining, however, can make direct marketing a reality again, with no risk of getting branded as a spammer.
Content and Collateral Material Development involves the creation of verbiage and images designed to draw atention to your offerings, and differentiate you in the market.
Promotion is the process of creating awareness in your target markets about your products, services and brand.
Email marketing is useless if you don't call the prospect as soon as they open your email. Otherwise, by the time you get to them, they've forgotten all about you. At LeadGen.com, we can create a list, design an effective email, send it out, and call the prospect before he's even finished reading it - so you catch him at the right time, and in the right frame of mind. [more]
If your response rate has more digits to the right of the decimal point than the left, then you're doing it wrong. Call LeadGen.com, and start getting more results, and fewer bounce-backs.
Everybody bad-mouths snail mail. "It's expensive. And no one has the time to read long letters," they say. But did you know that one of the most successful marketing program ever is Publishers ClearingHouse? And why do politicians use it? Because it doesn't work? Our view is, if your competition is parked on LinkedIn, maybe that's the time to hit the post office. At LeadGen.com, we can create letters and send-outs that will be opened, read, and even studied - so that when you show up for the call, the prospect is ready to buy. [more]
Direct mail programs have a creative phase, and an implementation phase. And investing in attention-getting delivery is just as important as attention-getting content. And if you can create an "irresistable offer," your response rates will be even higher. But just ask yourself: Is it worth it to spend $100/target on a piece to get an appointment?
Social Media Marketing
Despite what you may read, Social Media is NOT a broadcast medium. And so-called "Inbound Marketing" is a fantasy when it comes to B2B. Decision makers simply don't have the time to find your content amid a sea of news and views. At LeadGen.com, however, we use Social Media as a direct marketing tool. That means we find your prospects where they "hang out" online, and engage with them on topics that are important to them - the only way to make it work. [more]
Social Media Marketing includes both content creation and posting/moderation. And because we do it all, we can also combine lead generation for our regular rates to follow-up on any leads the SMM program generates. So you don't just put stuff out there, you actually get something back.
Search Engine Optimization
For some businesses, Search Engine Optimization is a must, while for other businesses, it's a waste of time and money. At LeadGen.com, we can help you determine whether it's worth doing or not. And if it's worth doing, we can get it done in the fastest, most cost-efficient way possible. [more]
Start by recognizing that SEO is fundamentally an arms race. So the key is to define the battlefield in a way that you have an advantage. At LeadGen.com, we'll show you how to get noticed by your prospects - the people who really matter.
Faxing and Texting
Do people still use fax machines? Surprisingly, many still do - especially older, senior executives who aren't comfortable with technology. And especially their Executive Assistants. So if she tells us to fax something, we do it. And if the prospect would rather get a text, we can do that, too. Because the customer is always right, even when he's wrong. [more]
One of the keys for any marketing program to be effective is that the information has to get through. At LeadGen.com, we'll make sure your information gets to the decision maker, even if we have to hand it to them.
Surveys and Questionnaires
Market research is a great way to understand your market's needs. So why shouldn't it also be a great way to generate leads - the best of which have a "need" at their core? At LeadGen.com we use market research to uncover the needs that drive the lead, find hidden decision makers, and suss out the value that drives the sale. And just for fun, we'll use it to get you the appointment, too. [more]
Most people think that market research is a luxury, meant only for big companies. But the fact of the matter is that it is the fastest, least expensive and most effective way to penetrate a market. So maybe we should stop calling it "market research."
Getting an article published about your product or business won't necessarily generate qualified sales leads. But it can enhance your credibility, while potentially boosting your page rank by driving links. At LeadGen.com, we can write the articles, identify appropriate media, contact the editors and pitch your story - so you get the coverage and visibility you need. [more]
Putting something out on PR Wire or one of the other landfills of the Web isn't going to get your article published, or noticed. It's all about getting an editor interested in publishing it on his Web site - the one that actually has traffic and subscribers. At LeadGen.com, we'll identify the editors you need to impress, and put something in front of them that will impress them.
Web Site Development - Good
Setting up an effective B2B Web site isn't a matter of esthetics, or even functionality. It's a matter of content. The fact is that any Web designer can create a pleasing site, and get you lots of complements. And any developer can add lots of buttons and functions, to make navigation a breeze. But if you want your Web site to convert visitors into customers - which is the whole point - then you need to know what will drive engagement, and convert visitors to buyers. At LeadGen.com, we know how to build a web site that engages visitors, and turn the sound of a mouse button clicking into the sound of a cash register ringing. [more]
The key to developing a good Web site is to understand what your visitors are looking for when they get there. That means you have to ask them - because they won't tell you otherwise. (A/B testing, which is okay in the consumer market, is for people who are too lazy to actually talk to prospects.) At LeadGen.com, we can do the primary market reseach that it takes to uncover what people are looking for. And we can turn that knowledge into an effective design for your site. Who else could do that? Your Web host?
Web Site Development - Better
When you start to get more sophisticated, you start to have a better impact. You engage more with your prospects, and you give them what they want without them even knowing it. Web sites like this take a little more thought and design, but they give you better results in return. [more]
Remember, it's not just the way a Web site looks that matters, it's whether it engages your prospect. At LeadGen.com, we'll build you a Web site, and the marketing program to go with it.
Web Site Development - Best
If you want to blow away your competition, then you need more than just a Web site. You need mobile apps to go along with it - so you can engage with your prospects wherever they go. At LeadGen.com, we have the skills and talent - on staff and on-call - who can enable you to dominate your space. [more]
While the sky's the limit, when it comes to development, what matters is not whether it's expensive and fancy. What matters is: Does it work? Does your online investment pay the kinds of dividends you need? The ONLY way to insure that it works is to turn to a one-stop-shop. Because if your developer isn't also your marketing expert, something's going to get missed.
Geofence Marketing by Gemstone Data
Geofence marketing allows companies to serve display ads and target people in very precise areas and places they go such as competitor locations, convention centers, retail locations, malls, event centers, neighborhoods, crosswalks, and any customize location as small as 25 square feet. [more]
Before you can sell your product or service to your prospect, you first need their attention. Geofence marketing lets you reach the perfect prospect on the one platform that has their attention more than anything else: their cell phone! In addition to creating geofences around locations such as big-box stores and malls, our household geofencing allows you to create geofences around individuals homes! This is a great way to re-engage your inactive clients and previous sales leads. It’s also a great complement to current direct marketing efforts as it creates multiple touchpoints and more opportunities to engage your prospects and convert them to sales. For the first time ever, you can now play your TV commercials to just those specific homes on their streaming televisions devices. More importantly, we provide monthly reporting and track conversions such as website visits, phone calls, form submissions, and even foot traffic to your location.
Email Marketing with Gemstone Data
Leveraging the Gemstone flagship consumer database, or targeting specialty jobs for B2B campaigns, you can conduct all-inclusive email marketing campaigns. [more]
We run our email addresses through a 3-phase hygiene process. The first two phases remove emails such as hard bounces, syntax errors, misspelled and bogus emails. The third phase removes the spam traps and honeypots, which as the emails that are likely to cause your clients problems and have their domains blacklisted. - All Inclusive email marketing - Deployed on customer behalf, as if coming from customer, thereby increasing brand awareness and recognition. - Responsive HTML format adaptable to all screen sizes. - Customer access to all prospect data targeted in the campaign.
Sales Development include recruiting, training and coaching sales representatives and channel partners, along with structuring their sales processes, to create resources and proficiency in converting sales leads to closed and profitable sales.
Finding the right channel partners means more than finding someone who's already into the accounts you want to target. The best ones will take you into new accounts. At LeadGen.com, we can build you a channel that's going to perform, not just take 35% off the top. [more]
While there are lots of services online who will advertise for rep networks, building a real partner network requires research, vetting, and persuasion. The good ones aren't looking for new lines; they're looking for new customers. At LeadGen.com, we can find partners for your channel program who are worth recruiting, and not just take up space on your whiteboard. Rates are hourly or by contract, but either way, you get what you need (i.e. revenue) - not just what you want (i.e. a partner).
Recruiting and selection are critical to building a successful sales team. But you have to know what to look for. Otherwise you're not only wasting your time and money, you're wasting opportunity, too. At LeadGen.com, we start by understanding your "Ideal Sales Responses" - behaviors that your ideal sales rep should exhibit in the field. We then build those responses into a screening test that's given to every candidate, so we don't interview candidates who don't fit. We then screen for Metrics, Experience and Training (METs) among those who pass, because past performance is a good indicator of future performance in sales. Only then do we interview the candidate (we prefer not to check references because they're too easy to wire, but we'll do it if required), and on-board the ones you like. And we guarantee our placements with a one-time replacement, no questions asked, within six months. [more]
LeadGen.com offers two options for recruiting, so you get to choose your level of risk and cost. We can recruit sales and marketing professionals for you under the traditional model, where the recruiting fee is a percent of Expected Annual Earnings. Alternatively, we can recruite sales and marketing professionals for you under a Cost-based model. Either way you get staff that's qualified, and will exceed your expectations.
For a typical Sales Manager, coaching should take anywhere from 25% - 50% of his (or her) time, depending on the make-up of the team. (Less effective teams require more coaching.) At LeadGen.com, we can coach your team, and teach your Sales Managers how to do it right, too. We can also provide you with developmental feedback, and the remedial resources it takes to turn your average performers into stars! [more]
At LeadGen.com, we start by reviewing your team's performance against their goals to identify any gaps. We'll review their compensation program, and their development plan if they have one. (And if they don't we'll create one.) We'll look at how your Sales Managers are trained, and ride in the field to get a sense of the market, and how the salespeople perform on a call. We'll look at how they're motivated and managed, how they mentor each other, and how they're trained. And when we're done (at our regular consulting rates), we'll come back to you with a training budget and recommend the right curriculum for your team, and a Coaching Process for your Sales Managers. So you end up with a team you can be proud of.
Sales Planning and Execution
It's in the sales planning and execution that the rubber meets the road. That is, if you have a marketing program that generates qualified sales leads, then you need a sales team that knows how to close, and close for a profit. At LeadGen.com we can make sure your sales team does what you need them to do by making sure your Sales Process does what it needs to do. [more]
Effective sales execution starts with effective Sales Planning, which includes analyzing data from your CMS, creating and reviewing territory plans, developing an effective lead generation program and a good sales strategy, and putting in place a nimble results reporting system. The core of the sales execution process, though, is in funnel management - the tool that tells the salesperson (and, by aggregation, the team,) how he ought to be spending his time by pro-actively driving account reviews, developing plans to grow key accounts, managing customers, and developing an accurate forecast. Finally, the Sales Management process has to embrace exceptions. This means preventing people from preventing sales, firefighting, looking for gaps between "where you are" and "where you want to be," and escalating sales issues when necessary. But when we're done (at our regular consulting rates), you'll have a process that actually works.
A level higher than a Sales Plan, a Strategic Plan is designed to identify new market opportunities to pursue, and develop a strategy for tapping them. It therefore may include market research, new product development, building out new sales teams and marketing functions, as well as the acquisition of other resources, to achieve your growth goals. At LeadGen.com, though, we literally wrote the book on how to identify new market opportunities, and how to tap them - so you can see over the horizon and take your business in a successful new direction. [more]
In most cases, developing a new Strategic Plan starts with a Situation Analysis that looks at strengths, weaknesses, opportunities and threats. It then organizes this information into a Market Opportunity Development matrix that enables you to both identify information gaps (which can be filled with research,) and drives the quantification that enables the prioritization of opportunities as well as their funding justification. It then finishes with a set of functional plans that are designed for implementation, and long term success!
If you work with channel partners, then you also need to develop a formal channel management program. A good program starts with establishing criteria for partner selection and de-selection. It addresses the lead generation challenge, and it especially doesn't assume that channel partners will take care of it. It plans joint marketing activities, and makes sure that their sales plan is specifically aligned with yours. And it puts in place a performance analysis that includes access to your partners' POS system so you can know how you're actually doing. [more]
There are many "mechanical" elements to a channel program. But if they're not all in place, you can fail badly. That's why we focus on the alignment between their business plan, and yours.
Finding the right telemarketer for your business takes more than just running an ad on Monster or Craigslist. The fact is that anyone can dial the telephone. But do you know how to tell if the person can actually get past gatekeepers, uncover needs, and persuade a decision maker to give your salesperson some of his precious time? At LeadGen.com, we know what to look for, and how to find the talent you need. [more]
At LeadGen.com, we have several options for recruiting telemarketers. We can work on a percentage basis (20%) or a cost basis. And you can just use our Candidate Testing module for $50/candidate.
Strategy is the development of effective plans for achieving your goals and overcoming your barriers-to-success. It often includes research, competitive analysis, product planning, territory planning, risk analysis and management planning.
Primary Market Research
Every business strategy begins with market research, whether it's a formal survey or just a survey of the ideas in your head. At LeadGen.com, we can help validate a good idea, or justify a multi-million dollar investment, with secondary or primary research that fits with your budget, and your need. [more]
Market research is expensive, except when you compare it to failure. Just ask yourself: Would you rather talk to 100 people and find out your product won't sell before you build it, or after? Would you rather talk to 50 people and find out that your marketing strategy isn't going to work before you implement it, or after? The time and money saved by doing proper market research is almost always a good investment.
After all, ask yourself: Wouldn't you rather find out that there's a great market opportunity out there, instead of waiting for it to come to you?
If you don't have a patent (and sometimes even if you do,) then you have competitors who are trying to steal your market share. And if you don't know who they are, and what they're trying to do to beat you, then your only option will be to lower your price. Do you want to fix the problem? [more]
Are you in a competitive market? Do you ever find yourself losing a deal to someone else? If so, and you want to change the outcome, then you need to do some comeptitive analysis. You need to find out who your competitors are, and why they're winning. You need to identify their weaknesses, and how to unhook them from their accounts. Otherwise, you're doomed to be "column fodder."
At LeadGen.com, we can conduct the competitive analysis that gives you the advantage you need - often for less than you would have booked if you had won your last bid.
Getting funding, whether from internal sources or the venture world, requires that you present your ideas clearly and convincingly. At LeadGen.com, we can help you put your business plan together, and help you sell it, so your idea can become a reality. [more]
Some business plans can fit on the back of a napkin, and others look more like to OED. But what matters is that if you can prove profit, then everything else is window dressing. At LeadGen.com, we can bring you the proof you need, to make the case you need to make. And then we can turn it into a compelling story that funding sources will buy.
Keep in mind, though, that what ultimately matters in getting funding is your personality - because that's what investors are investing in. But assuming you've got that covered, LeadGen.com can help you put the story together that you need, for rates that make it work.
If you need a new marketing strategy, you've come to the right place. We can develop a coordinated plan for attacking your market, unhooking your competition, and cranking up your market share. We can conduct any market research that's needed, too, and design a program that's actually going to work - and you can implement to your heart's content. [more]
A Marketing Director once said that "the secret to successful marketing is to try a hundred things, and hope that two work." At LeadGen.com, we'd like to believe that we can get you a better success rate than that. But the reality is that 2% would be better than what many companies currently achieve. At LeadGen.com, we can help you identify marketing programs that are more likely to work for your business, and develop them so that they do.
Organizing your sales force and developing a Sales Plan can often mean the difference between "good" and "great." Why? Because if something is working, it can always work better if you put a little thought into it. And if it isn't working, putting a little thought into it is your only choice. [more]
The secret to an effective sales plan is that it fills the gaps between your marketing and sales processes - gaps that, if you don't close them, mean you're going to underperform. At LeadGen.com, we can design a Sales Plan that's going to guide your team to success, and beyond.
Part-Time Sales Management
If you can't afford a full-time Sales Manager or VP of Sales/Marketing, but you need the expertise and leadership, LeadGen.com can guide your team remotely, on a part-time basis, so you get the performance you need - before you can afford it. [more]
LeadGen.com can coach your salespeople remotely, develop a sales plan, and make sure you hit your numbers. Because sometimes all they need is a little help.
Are your company's products or services positioned correctly? Are you going after the right market, with the right strategy? And is what you're doing going to be profitable? At LeadGen.com, we know the right questions to ask, and how to get the right answers. [more]
Marketing consulting is where the heavy intellectual lifting is done. When you invest in consulting, you save money on everything else.
Secondary Market Research
Most people think market research is expensive. But guessing is riskier, and failure is even more expensive. A little secondary market research can tell you who exactly needs your products or services, what their needs are, and what they're willing to pay. At LeadGen.com, we can show you what products are needed, and how to unhook your competition - the ultimate key to success in a slow-growth market. [more]
There are two types of market research: primary (where we interview people) and secondary (where we use sources that were developed for other purposes.) Both can be effective, if you know how to use them.
Strategic Market Planning
We literally "wrote the book" on Strategic Market Planning, the secret to both getting out of trouble, and to long term success. By integrating Market Segmentation, Target Marketing and Application Development, Strategic Market Planning can enable you to identify new product opportunities, penetrate new markets, and dramatically increase your market share - which leads directly, of course, to long term profitability. [more]
When you have to step back, don't step off a cliff. We know the right questions to ask, and how to get the right answers efficiently. We then turn them into recommendations that you can implement, and get right back onto the path to success.
Almost by definition, success in business is a moving target. You hit your numbers, and the next year they raise the bar. At LeadGen.com we can work with you and your team in a short, intermediate or long term consulting role to provide the guidance you need, when you need it. [more]
Marketing consulting is where the heavy intellectual lifting is done. When you invest in consulting, you save money on everything else.
List Research and Clean-Up
Most lists aren't worth the paper they're no longer printed on. Contact information is almost always out-of-date, and lists never tell you who the real decision maker is. Pre-qualifying a general business list always saves money, and time. At LeadGen.com we can research a qualified list for you, so you can minimize your waste, and maximize your sales. [more]
Good list research starts with finding out just how sure you are of your targeting, because you can waste a lot more time and money chasing the wrong prospects than you ever spend on a good list. If you're not sure of whom to target, we can make some test calls and figure out where the soft underbelly of your market is. We can then source third party lists, conduct secondary research to develop a proprietary list, or conduct primary research to insure the contacts are alive, and in the job you need.
Modeling and Risk Analysis
Every business has a business plan, even if it's just in your head. The problem with most business plans, though, is in the assumptions. Being wrong about response rates, close rates and market size can doom even the most thorough implementations. At LeadGen.com we can help you create a simple risk-sensitive plan that can keep you from making those big, and sometimes fatal mistakes. [more]
When you create a pro forma Income Statement, if your revenue line isn't dependent on a prior period's marketing expense, you've just built your forecast on "hope." At LeadGen.com, we can show you how to manage risk by modeling the true dependencies in your business.
Strategic Growth and Implementation System
Are you incorporating growth thinking into every aspect of your business? How do you currently measure, monitor, compare or quantify results? Do you have a detailed written strategic marketing and sales plan with specific growth expectations? Do you struggle to set appropriate and specific goals for the key areas of your business? [more]
Our Strategic Growth and Implementation System™ is a shared-risk performance-based model that focuses on 9 key areas in your business that when maximized can exponentially grow your business. If you want to add 20-30% to your bottom line within 12 months using a proven strategic and tactical approach to growing your business, contact us.
Joint Venture Marketing and Strategic Partnering Program
Are you having a hard time selling enough of your product and/or service to enough people and with enough frequency for your business to be viable and profitable? Do you have erratic and sometimes unpredictable business volumes which make it difficult to forecast? Are you feeling locked into mediocre marketing by force habit, imitating your competition or following “the norm”? [more]
Our Joint Venture Marketing and Strategic Partner Program is designed to help you to grow your business with predictability, consistency and without the costs typically associated with attracting new business. The best part – we manage the entire process from beginning to end without disrupting your day to day. If your organization can benefit from having a predictable way to grow sales and profits, consider Joint Venture Marketing and Strategic Partnering.
Virtual Merger System
Do you know your transition goal? What if you had the opportunity to get more? What if we had the ability to strategically position your business so that you maximized your exit value and got more than you would ever get on your own? [more]
Our Virtual Merger System™ leverages the power of partnerships, minority roll-ups and strategies typically seen in large M&A deals to help you to maximize your exit strategy. If you are seriously considering selling your business within 24 months and have a desire to maximize your upside, contact us to see if our Virtual Merger System™ is for you!
Research includes list development, data mining, market research, competitive research and other primary and secondary investigations designed to identify opportunities and barriers-to-success.
Staffing includes identifying and recruiting qualified candidates for your company's various sales and marketing functions, and management thereof, as well defining job requirements and measuring performance.
Hiring an entry-level teleprospector for a simple Awareness campaign is an inexpensive was to get the word out about your offerings, and drum up new business. For many small businesses like commercial contractors, service businesses and distibutors, or when the buyer is a Purchasing Manager or Office Manager, an entry-level teleprospector with reasonably good communications skills, and a little bit of can often find you tons of new business faster and less expensively than advertising, the local expo, or even networking. At LeadGen.com, we can help you recruit and train inexpensive teleprospectors to work in your office, or remotely, so you can grow your business today! [more]
A competent, entry-level telemarketer who is qualified to work in the B2B space can be hired for $12-$15/hour, depending on the location. Note that just because someone is entry-level, however, doesn't mean they're unqualified. There are many good telemarketers out there who have good skills, but have little experience. The only way to know if they're good is to test them. (How they sound on the phone is not a good indicator. And product knowledge isn't helpful either.) LeadGen.com's rates for recruiting, testing and screening entry-level telemarketers are 15% if you place the ads, or 20% if we do it. But at LeadGen.com, we can help you find good, qualified entry-level B2B telemarketers quickly, and with a minimum of cost and risk.
Lead Generation Specialists
For most B2B campaigns where the prospect is a business owner, director or department manager, and the decision to buy hinges on your ability to uncover needs and find applications, you need an experienced Lead Generation Specialist who knows how to get a mobile prospect on the phone, and engage them in a conversation about their goals and challenges. Whether you're an IT company or a manufacturer, at LeadGen.com we can help you find Lead Generation Specialists, to work locally or remotely, who have the skills, training and experience in your industry that it takes to get the job done, and who can take your business to the next level. [more]
The yeoman of the trade is the Lead Generation Specialist. This is someone with enough training and experience to know how to get past gatekeepers, and sell an appointment - keeping in mind that it's a lot tougher to get a decision maker to give up some of his time, than some of his money. To get someone who's not going to waste your time or money, though, is going to cost you in the range of $15-$25/hr. Our rates for recruiting are 15% if you place the ads, 20% if we do. But at LeadGen.com we can save you weeks of futile looking, and tens of thousands of dollars, while finding you someone who can contribute to your bottom line virtually from day 1.
Business Development Professionals
If you're prospecting to C-Level executives at the Fortune 2000, you need someone on the phones who has first-rate sales skills, and real-world business experience that enables them to talk peer-to-peer to a busy executive with millions at stake. Whether you're selling a six-figure consulting engagement or a multi-million dollar factory, at LeadGen.com we can recruit with highly-trained and experienced professionals who know how to get past gatekeepers, stimulate interest, uncover his pain, and persuade a C-Level decision maker to give you thirty minutes of his time - so you can make your pitch, and get the sale. [more]
What is an appointment with a C-Level at a Fortune 1000 company worth? What's it worth if he also needs your product or service, and wants to talk with you about how you can help? If you need to get in the door, and the door is to the corner office, this is no time to be thinking about price. So figure you're going to have to pay $30-$50/hour or more to get someone good. But with that much riding on your selection, it's easy to make a mistake. At LeadGen.com, we can find and vet candidates who can get you to the promised land.
Field Sales Representatives
When you need to put someone in the field, whether they're local or remote, do you really know what to look for? At LeadGen.com, we can find sales producers for you who know what they're doing, and who'll bring home the goods. [more]
At LeadGen.com, we've been helping companies fill their sales teams with high-performing sales talent for over twenty years. And we have recruiters on staff who have built some of the most successful teams in the business. And we have two ways to go: If you want to place the ads, we can recruit for 15%; if we place them, we can do it for 20%. Either way, you get high performing salespeople, who sell the way you want them to sell.
You don't learn how to lead a sales team by selling - any more than you learn how to teach by being a student. At LeadGen.com, we can help you find a Sales Manager who'll lead your team to victory - and beyond. [more]
Finding the right Sales Manager certainly requires that they have experience, and a track record of success. But success somewhere else is not an indicator of what they're going to do for your company. There are just too many unknowns and variables involved. If you want to hire a good Sales Manager for your company, you have to start by desiging the Sales Management Process - something LeadGen.com can help you with, for our regular consulting rate. Once that's in place, we can then design the job ad, and the candidate screening test, recruit qualified candidates, and put in front of you people who are going to lead, not just push. If you place the ads, our rate is 15%; if we place them, it's 20%. Either way, you get what you need - a leader who can take your business to the next level.
These days, anyone who took a communications course in college can offer themselves up as a Marketing Manager. But just because you know how post to Twitter and LinkedIn doesn't mean you know anything about B2B marketing. At LeadGen.com, we can deliver someone who knows the difference between promotion and results. [more]
The key to hiring a good marketing manager is to find someone who understands sales. Surprising? Think about it. Do you want someone who knows how to produce content? Or do you want someone who really understands the buying process? Do you want someone who knows how to post a blog? Or do you want someone who knows how to get people to read it? And do you want someone who knows design? Or do you want someone who knows what motivates buyers to buy?
At LeadGen.com, we can recruit a marketing manager with the sensibilities of a salesperson (for 15% if you run the ads, 20% if we do it). Because that's what's going to separate you from the crowd today, and get you the results you're looking for.
When it comes to hiring a telemarketer or salesperson, do you know what to look for? Consider that less than 5% of candidates are actually capable of making an effective prospecting call. How do you avoid interviewing, or even reading the resumes of, the 95% of the candidates who you shouldn't hire? Let us test your candidates, and save you the risk of making a costly mistake. [more]
Success in sales isn't a matter of personality. It's a matter of technique. And either you have it, or you don't. But do you, as the hiring manager, even know what to look for? To be clear, you won't find good candidates by testing for personality attributes. You find them by asking them precisely how they would handle a particular sales situation. At LeadGen.com, we can design a screening test to identify qualified candidates specifically for your business. We can then test them, interview them, review their resumes, and send through the ones that are going to succeed. With customized tests designed for as little as $1000, and candidate testing starting as low as $30/candidate, LeadGen.com can deliver qualified candidates for a fraction of the cost and risk of the usual suspects.
Job Modeling/Candidate Test Development
Pre-screening candidates for your sales or telemarketing positions by looking for a skills match to your needs is crucial to finding the right candidates, and not wasting time in the process. At LeadGen.com, we can determine precisely what skills you need, and develop a customized test that can be used to eliminate unqualified candidates - so you save time and money, and avoid bad hires. [more]
In our experience, over 90% of the candidates who apply for sales and telemarketing positions are unqualified for the specific job. But many companies use personality tests, or other irrelevant indicators, that don't screen these candidates out. The only way to avoid interviewing and hiring bad candidates is to model the position and its proper responses, build that into the job description, and test for those responses before you interview the candidate.
Technology offerings include those elements of infratructure that enable the successful development and implementation of the comany's sales and marketing plans.
Custom Software Development
Whether you need an upgraded Web site, an eCommerce page, or CRM integration, you have to ask yourself: Which is better? Having a developer who knows how to code, or a developer who knows how to code - but also understands your sales or marketing challenges? Programmers are easy to find. With CM Software, you get a team that actally understands sales and marketing - so you get what you want, not just what you can describe to the the developer.
Training is designed to give your company's personnel the skills they need to effectively implement their sales or marketing roles.
Introduction to Cold Calling
When you're cold calling, what you say in the first 15 seconds on the phone with a prospect will determine whether you get to spend the next three minutes trying to uncover needs and build value, and land the appointment - or hang up in failure. This course discusses the many factors that go into making an effective call opening that's going to get the prospect to want to listen to what you have to say. [more]
If you need more appointments, cold-calling is the only reliable way to get them - but you have to know what you're doing. There's a science to it! At LeadGen.com, we can teach you how to get in the door with just about anybody in this three-part series based on the book "B2B Cold Calling" - because personalized sales training and coaching is worth every penny.
Intermediate Cold Calling
OK, so the prospect hasn't hung up on you. Now what do you do? In this course we focus on the portion of the call where you probe for needs, and try to get the prospect to want to dig deeper. Oh, and by the way, you only have three minutes to get it done. Starting now. [more]
If you need more appointments, cold-calling is the only reliable way to get them - assuming that you know what you're doing. At LeadGen.com, we can teach you how to get in the door with just about anybody in this three-part series based on the book "B2B Cold Calling" Personalized training and coaching is worth every penny.
Advanced Cold Calling
Once you know how to get the prospect on the phone, and get him to actually want to stay on the phone, the fun really begins. This course deals with call strategy, objections handling, put-offs, closing and more. So you don't get strung along, but become the master of your fate. [more]
If you need more appointments, cold-calling is the only reliable way to get them - assuming that you know what you're doing. At LeadGen.com, we can teach you how to get in the door with just about anybody in this three-part series based on the book "The Most Powerful Weapon in Your Marketing Arsenal." Personalized training and coaching is worth every penny.
The Most Powerful Weapon in Your Marketing Arsenal
Being able to make an effective cold call isn't hard. You just have to know what you're doing. Of course, understanding how to get a prospect's attention, how to get past gatekeepers, and how to stimulate their interest aren't simple. But "The Most Powerful Weapon in Your Marketing Arsenal" has it all - everything you need to know in order to get in the door, so you can win more sales. [more]
This is the "textbook" we use for our internal Cold Calling training, derived from our own employee handbook. So if you want to know what works, and how to make it work for you, it's all here.
Finance includes solutions for funding business development or operations.
Some solutions don't fall into neat categories, but are nonetheless essential. This is a catch-all category for non-classified offerings.
If you're going to insist on implementing a pay-per-lead program, then you need an objective third party to manage it for you. LeadGen.com can manage your pay-per-lead program, letting you minimize your risk and up-front costs, and maximize your potential ROI. In addition to finding you qualified PPL telemarketers, LeadGen.com can act as the objective referee to determine when the leads are qualified to be paid from escrow, so you get what you pay for. [more]
PPL programs can be appealing. You get someone to market your products, and you only have to pay them if they're successful. But ask yourself: Would you work this way? Probably not. A builder can sell a house he builds on-spec. And a developer can always put a bomb in his code. But the marketer who agrees to only get paid on-acceptance is at full risk of working for nothing if you arbitrarily reject his leads. So you have to accept that the risk you're shifting to the marketer will somehow be shifted back to you. And usually that means wasted time, unrecoverable costs, and angry salespeople.
To insure that you get good leads, we'll write criteria that are meaningful. We'll design scripts so they generate qualified leads. We'll insure there's a good list, and good sales aids, too. We'll escrow the funds, and only release them for qualified leads. And we'll solicit feedback and coach the marketer so that the process improves over time - and you get the results you need.
You may have the greatest idea in the world, but if you don't have the cash to promote it, nobody's going to hear about it. So nobody's going to buy it. At LeadGen.com, however, we can help you find funding solutions who understand your market, and what you're trying to do. And if the fit is right, they'll be willing to invest. [more]
Marketing your idea to the VC firms, or even to get a bank loan these days, takes more than building a prototype. What funders want to see is usage. They want to know that people will actually buy the product or service, and that it's going to be profitable to deliver it. But if you don't have funding, then you can't build the product and prove you can sell it - the Classic "Catch 22." At LeadGen.com, however, we can test-market your product for as little as a few thousand dollars, and prove that it's a good investment. We'll then help you put the Business Plan together. We'll tease your promotional program, identify potential funding sources, and shop it in - so you get the resources you need to see your dream come true.
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