Through The Shields Group’s closed loop lead management program, sales opportunities
generated through marketing initiatives are linked smoothly to the
appropriate client sales team member to ensure timely follow-up.
The
logistics for the lead distribution process are established with each
sales representative and, in general, completed by e-mail within 24
hours of the generation of the lead. In extremely “hot” opportunity
cases where lead distribution is needed instantaneously, the sales
representative will be contacted by telephone, pager, etc., on a
real-time basis.
Pre-Scheduling Appointments for the Sales Team—Eliminating “Telephone
Tag”
For
lead generation campaigns, we normally recommend that The Shields
Group schedule appointments for the client’s sales force
and/or its channel partners with the decision makers of these
opportunities. This program feature can reduce the “endless game of
telephone tag” that can occur between sales representatives and
qualified prospects. By allowing The Shields Group to pre-set appointments during
the sales opportunity generation campaigns, we will maximize
efficiency of the lead follow-up process and ultimately shorten the
sales cycle.
Sales Process Support
As
part of the closed-loop marketing process, it is critical that the
support be there to ensure timely follow-up and feedback, as well as
win/loss analysis. We typically function as an extension of the sales
team, in order to increase their visibility and productivity in
pursuing and closing qualified business opportunities for the
client. As the name suggests, this “closes the loop,” enabling us to
continuously improve every phase of the sales and marketing continuum.
