It would be fair to say, most companies have experienced a significant reduction in their pipelines in recent months. Challenging trading conditions, together with traditional lead-feeds from events no longer providing the pipeline inputs companies once relied on, has created the ‘perfect storm’.
Our ‘Intent-Lead-Engine’ service aims to not only rescue dwindling pipelines, but to make them stronger than they were before. With multiple, rich layers of ‘intent’ established, our ‘Lead-Engine’ identifies those companies and contacts, at the very start of their buying journey and even before they know they have a ‘need’!
Trading conditions will improve over time and those key events will come back, albeit in a different form, but our clients and the broader world of B2B marketing have been awakened to the power of bespoke, multi-layered ‘Intent’ based lead generation programmes. This is a clear paradigm shift in the way companies market and sell their products and services in the future.
- More leads entering the pipeline
- First to enter the client buying cycle
- A consistent regular flow of leads
- Higher value leads
- Improved conversion rates
- Shorter sales cycle time
- Top and bottom line growth
We understand, lead ‘Intent’ metrics around outputs such as downloads, opt-ins, meetings etc are important and our lead-gen programmes delivers on all of these, but we also understand that the ultimate measure of success are the outcomes:
- the rate and extent we’re able to help build the value of the sales pipeline
- pipeline conversion rates
- growth to the top and bottom line.
We have therefore developed a uniquely tailored, multi –layered ‘Intent-Lead-Engine’, to unlock the full potential of our clients sales and marketing programmes
- Pre Campaign ‘Intent’ + Campaign ‘Intent’ to be established. Multiple, richer levels of ‘intent’ establish
- Clients choose the ‘Intent’ qualification metrics that are important to them and at a level that delivers the optimum number of meetings with the highest levels of ‘Intent’
- All campaign data built afresh and to our clients specific ‘ideal customer’ personas, strengthening quality of leads provided and improving conversion and revenue outcomes
- All leads are provided with a comprehensive ‘Intent’ qualification report, enabling ranking/prioritisation and tailoring of communications
- Blended content-led nurturing campaigns, to include email and/or social media programmes to ensure all lead qualification opportunities and trust-levels are maximised before engaging ‘sales-mode’ – we don’t rush things
- On-going monitoring of target universe to trigger new levels of ‘Intent’ qualification and alerts to communicate with companies showing higher levels of ‘Intent’