Lead Management

Increase Brand Awareness, Create Demand and Generate Qualified Leads

Why It Matters

Demand generation is the methodical approach to creating awareness about your products or services from your target prospects and turning them into qualified sales leads. Demand generation is the key to building predictable sales pipeline. A properly executed demand generation effort should increase the quality and volume of sales opportunities created. Demand creation is giving marketing a sales quota. It is a critical component of your business growth, if left to chance would dry up your sales pipeline.

You may have the perfect solution to the biggest challenge your ideal buyers are facing. However, if your potential customers are not aware of the solution you offer or know that there is a better alternative to their current solution; they will not proactively seek out your help. Therefore you need to educate your potential buyers and make them realize their need and the value of using your solution to meet that need.

We will collaborate with your team to research and identify the ideal buyer personas and their buying criteria. After which we will strategically distribute relevant, high-quality content and other valuable digital assets to build awareness and drive interest in your company and its products or services. We will utilize owned media, earned media and paid media channels to increase the reach and effectiveness of your content. Our demand creation and lead generation specialists will help you implement and optimize lead nurture and marketing automation software to capture marketing qualified leads (MQLs) and move them through the buyer’s journey to become sales qualified leads (SQLs).

At OneIMS we understand that building and sustaining meaningful and profitable relationships with buyers can create a substantial revenue stream from the leads you’re generating from your demand creation efforts or from the leads you have in the sales pipeline. We custom tailor lead nurturing campaigns to address the customer lifecycle stages and help facilitate and influence the decision making process the potential buyer goes through.

A properly executed lead nurturing campaign must have specific objectives such as: re-engagement campaigns targeted toward leads who became inactive in the pipeline to warm them up for sales or top-of-mind campaigns designed to engage with leads who are not yet sales-ready to ensure they will be well educated about the products and services when time comes.

As part of our engagement, OneIMS will collaborate with your team to identify the prospects’ buying criteria and decision-making process. We help determine the digital assets that are appropriate for moving the leads through the sales funnel to accelerate the decision making process and control the buying criteria. Our lead nurturing and management specialists will help execute the campaigns using the state-of-the-art marketing automation technology and report on campaign performance based on the established service level agreement for Leads Scoring and Lead Grade.

At OneIMS we understand that it’s not enough just to generate leads, but those leads need to be properly and effectively nurtured through the sales pipeline. We also hold the belief that in the B2B world, marketing should carry a sales quota, just like sales team. Thus, we have instituted systematic process to collaborate with you to develop a Service Level Agreement (SLA) to define what a Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL) would be. We will determine together what is the most effective way to nurture those leads based on whether they are marketing qualified or sales qualified as well as where they are in the sales process. We will define what constitutes a lead’s readiness to buy and what behaviors display that it’s time to pass them on to sales team, thus making sure the sales people are focused on the most qualified of leads. Most importantly, we will employ our proven strategies and incorporate owned, earned and paid media channels to capture, nurture, score and grade each lead until they are ready for sales, making sure you meet your revenue targets.