Lead Qualification and Development

Prospecting is often a neglected stage in the selling process. But a steady flow of opportunities into the pipeline is essential to most sales organizations. Stage One can install a prospecting program that provides your sales team with qualified opportunities for development into profitable customer relationships.

Not All Companies Responding to Campaigns Are Worth Pursuing

Lead campaigns attract companies at many different stages in the buying process. Most are not at the threshold of a purchase but rather in some state of investigation of potential solutions to their problem. Each of these respondents have different characteristics in their purchase profile, including size, timing, budget, and authority. The best sales organizations analyze each one of these companies, qualifying them according to a well-defined filter before taking action.

Stage One has a systematic approach to qualifying sales opportunities for companies generating leads from effective campaigns. We employ a vigorous filtering process that categorizes respondents by measuring a number of parameters and assigning the appropriate action to each opportunity. These classifications enable quality leads be attended by the right professional sales approach, maximizing revenues. Others are not ignored, but rather they are nurtured with low-cost automation techniques that keep them connected to the company as they change and develop.

Companies Responding to Lead Campaigns Don’t Buy Without Help

When very good quality opportunities emerge from campaigns, the Stage One lead development program ensures that the right attention is given by the right people on the sales team. The prospect is called by a professional sales team member, who discovers the details of the prospect’s specific situation over the telephone. At the end of this interchange, the opportunity is fully understood and characterized for the next phase of development. The sales team uses its knowledge of the prospect’s need to stay connected throughout the investigation phase of the buying process.

Pipelines Stay Full and Prospects Become Customers

In Stage One’s integrated sales and marketing approach, sales teams are supplied with high-quality new opportunities for development as they are nurturing their customer relationships. Prospects not quite right for today are not dropped into a black hole but are nurtured with email marketing programs and opt-in newsletters until the day comes when they are prepared to make a purchase decision. The prospects that responded to the lead campaign are treated uniformly and provided with the appropriate contact according to their requirements, making it more likely they will turn into buying customers in the near future.

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