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Direct Impact Marketing Helps You:

Direct Impact Marketing helps you integrate sales and marketing.

Inside sales is the critical connection between sales and marketing. To marketing, a bona fide inside sales team will only release sales-ready leads to the field sales team and then provide closed-loop lead feedback to marketing.

To field sales, the inside sales team generates a constant stream of sales-ready leads. Leads not ready to be released to field sales will be nurtured by inside sales.

As experts in lead generation, lead management and lead measurement, Direct Impact Marketing bridges the gap between sales and marketing with the following best practices:
  • Lead definition: Both sales and marketing agree on the definition of a qualified, sales-ready lead and work together to evolve the definition as experience dictates. Both teams agree on the process for lead passing and their respective roles in engaging, qualifying, nurturing and closing sales to avoid funnel leakage
  • Lead follow-up: As marketing responders are triaged, hot prospects should be flagged and contacted the same day as the prospect responds.
  • Lead qualification: All marketing responders are interviewed and tagged with response codes if their lead source is uncertain.
  • Lead flow: Any gaps in the lead generation of marketing responders are balanced by a commensurate increase in cold-call lead generation.

Direct Impact Marketing helps you fill your sales pipeline.

Your sales team requires a constant supply of qualified leads.

Prior to launch, we collaborate with you to define conversion metrics in the sales pipeline and ‘work back’ to the number of qualified sales-ready leads that we must generate in order to meet marketing ROI targets and sales quotas.

We develop lead generation programs through on-demand direct marketing and telesales services. Our programs generate a constant flow of inbound marketing responders augmented by cold-call qualified leads.

Direct Impact Marketing helps you scale your lead generation team.

With limited headcount and constrained budgets, marketing often reaches externally for both ad hoc and ongoing lead generation program expertise.

When marketers face surges in the demand for B2B lead generation programs, we can provide a flexible resource. Whether you need full-time, part-time or occasional direct marketing or inside sales expertise, we can customize a program to meet your requirements.

In sharing CRM systems with our clients, Direct Impact Marketing can more efficiently and quickly create direct marketing and telesales campaigns within your CRM system and provide a single view of the customer.

Direct Impact Marketing helps you do more with less.

Marketing accountability, regulatory compliance and restricted budgets demand ingenuity from B2B marketers.

Rather than generating more leads, many marketers can exceed goals by reducing sales funnel leakage and improving lead quality.

Our lead management, nurturing and measurement services minimize funnel leakage and maximize the value of each opportunity. We leverage best practices and affordable lead generation tools to reduce the cost of campaigns.

As the lead generation program launches, we measure qualitatively and quantitatively:
  • List quality
  • Messaging
  • Target marketing
  • Market responsiveness
  • Loyalty to competitors

 

Based on these factors we are better able to make future lead generation programs more predictable with a higher marketing ROI.
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Direct Impact Marketing helps you maximize your partner marketing spend.

Maximizing the return on market development funds is a challenge for most B2B channel marketers.

Channel marketers face a daunting task in lead generation:
  • Recruit partners to participate in lead generation programs.
  • Shape programs to meet the needs of various partners.
  • Ensure that sales-ready leads are contacted in a timely manner.
  • Nurture leads that are not yet sales-ready.
  • Gather closed-loop lead feedback from partners.
  • Minimize channel conflict.
We work closely with both our clients and their channel partners to:
  • Customize lead generation programs.
  • Gauge the impact of programs by conducting surveys of prospects.
  • Create ongoing nurture marketing programs.
  • Manage suppression files of current customers or over-touched prospects.