Lead Management Services Purpose-built lead management processes and systems from the experts: OppSource

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1 Lead Management Services Purpose-built lead management processes and systems from the experts: OppSource

2 Lead Management Services Purpose-built lead management processes and systems from the experts: OppSource You turn to experts for financial or legal advice. Doesn t it make sense that you d do the same with sales leads? Stop treating valuable leads as an afterthought. It takes specialized processes, systems, and skill sets to triage, score, pursue, and track prospects at the lead stage. Most companies attempt this step with people and tools that weren t intended for, and can t accommodate, the required level of specialization. Realize that lead qualification is more efficient and successful when it s specialized rather than being tacked on as one more responsibility for someone, and diluting everything they do. A singular focus is required to bring leads up to their potential. Understand that outsourcing to experts will help stem the flow of wasted marketing dollars and inefficient use of sales resources. Move past your competitors who wonder, year after year, why lead quality remains poor while they continue to attempt lead qualification without the critical processes or tools. Marketing Campaign Plan Business Development Executive Sales

3 When should you consider a lead management services company? For Lead Response Having too few leads isn t always the problem. Maybe you just had attended a trade show and got so many leads that your response rate is low. You don t have a dedicated lead response resource so people are bogged down with trying to chase leads while keeping up with their real jobs. OppSource can free up your employees while improving your lead response. For Lead Qualification Leads often land on the sales desk long before they should. Are they really ready? Where are they in the buying process? Just because a contact has a high score does not mean they are sales-ready. Relying on salespeople to qualify them is a huge waste of expensive resources especially knowing that it can take an average of 22 dials to reach the right person. No wonder the percentage of salespeople meeting their quotas has been declining for five years! And while CRM systems are good at generating lists of customers, they are not adept at creating customized pursuit queues. Let OppSource fully qualify leads before they ever reach sales. For Lead Management Most people think of lead nurturing as an automated process. But true nurturing requires a mix of human and automated interaction, through phone calls as well as other tactics. OppSource provides the people, processes, time, and focus on nurturing prospects until the time is right for the next step Calls 3 Assistant Conversations 1 Conversation Not a fit 12 Calls 1 Assistant Conversation 1 Conversation Too Small 2

4 OppSource Lead Management Services Lead Response/ Qualification Services Inbound lead response through Moment-of- Interest pursuit and qualification Lead pursuit and nurturing Real-time database hygiene personas and other TAM-defined details updated during account/contact optimization Account intelligence gathering Life-of-lead report/ Opportunity Dossier includes contact history, context, and more Outbound Lead Generation Services TAM definition Database build lead generation/ campaigns Messaging assessment and content marketing Creative services Content creation Territory jump-start call/ campaigns Event marketing and registration campaigns Lead Process Consulting Total Addressable Market (TAM) definition Lead process flow assessment Lead scoring and triage process Universal lead definitions Sales Service Level Agreements Lead routing and response process Lead qualification process Lead hand-off to Sales Database Services List acquisition Automated web-to-lead capture Lead triage and scoring Custom account intelligence built on your parameters, instead of text-based note fields 3

5 Quality Starts at the beginning OppSource s expert services ensure that quality starts at the beginning. Automated lead triage channels opportunities where they should go, based on potential, and focuses on interested prospects who can actually buy. Moment-of-Interest engagement improves connect rates up to 9 times with alerts that signal the exact moment a prospect has shown interest. Contact and account optimization is based on custom attributes that enable highly segmented prospect pursuit strategies and queues. Customizable marketing resource libraries and templates ensure highly personalized and trackable interactions. Opportunity dossier encapsulates all historical lead development activity into an actionable qualified opportunity report that goes light-years beyond the usual incomplete information passed to sales. OppSource offers the most flexible options available for engagement. DDPilot programs or proof of concept presentations D D D Managed services using our process, people, training, and technology D Software as a Service access in the cloud from anywhere for those who want to take it in-house DDHybrid pay a license fee to access our Software as a Service; virtual staffing when you need it. "OppSource is the most professional business outreach program I ve worked with. They make our job of selling so much easier when we can talk with the right people at the right time. -Chuck French, CEO Uniphy Health 4

6 Contact Us OppSource is the leading provider of outsourced B2B lead management and business development services whose single goal is to deliver leads that sales actually want. Lead Generation Lead Nurturing Business Development CONTACT US Northland Drive St. Paul, MN OppSource.com, inc. 5