Pro Lead Group

How It Works

The Pro Lead Group's Comprehensive Demand Creation Process is designed to leverage the time and talent of your sales people and the enterprise selling skills they have acquired via sales methodologies such as Strategic Selling, Solution Selling, Target Account Selling, The Complex Sale and others. The Pro Lead Group focuses on separating the two critical top-of-the-funnel activities:

(1) securing a targeted person's TIME & ATTENTION, and
(2) articulating your value offering in terms that matter to them.

Clients take advantage of The Pro Lead Group's Demand Creation Process in the following way:

As an outsourced services provider where our clients hire us to gain access to targeted key players for the purpose of having meaningful business conversations in a highly effective fashion.

Comprehensive & Repeatable Demand Creation Process - The Pro Lead Group Advantage

In order to impart our Demand Creation process to your team, The Pro Lead Group is proposes a proven approach as outlined below. That process focuses on enabling and leveraging the collective time and talent of your Sales Representatives to penetrate accounts in your desired arena. The process includes identifying and gaining access to targeted key players, turning that access into identified opportunities and providing visibility into performance and solution effectiveness.

Mobilization

In order for The Pro Lead Group to help our clients execute a repeatable and comprehensive Demand Creation process, we work with their team during an initial mobilization period to help shape your value proposition in a way that is optimized to the Pro Lead Group Methodology. The deliverables during this mobilization phase include a Project Plan as well as the prospecting structure and supporting tools essential for a successful program. That program is centered on the collective ability to secure qualified sales appointments, and converting those appointments into Qualified Sales Opportunities (QSOs).

Execution of Outsource Campaign

The success of any campaign relies on the accuracy of the execution. Upon completion of the mobilization phase, The Pro Lead Group's Demand Creation professionals are prepared to put their expertise to use in the day-to-day tasks of a prospecting campaign. Their tasks will include:

1. 1 Researching targeted accounts;
2. 2 Tactical sales calls and navigation through the accounts to identify targeted individuals;
3. 3 Composing and sending focused e-mails, faxes, and direct mail;
4. 4 Responding to call backs;
5. 5 Scheduling qualified sales appointments;
6. 6 Documenting conversations and sending synopsis;
7. 7 Executing follow up actions with additional targeted individuals;

When The Pro Lead Group secures a qualified sales appointment on behalf of your organization, our Demand Creation professionals will contact your Sales Representative to confirm the date and time. The Pro Lead Group will e-mail a Meeting Alert to the Sales Representative, Sales Management, and Marketing Executives consisting of date, time, target, call logistics, account information, call objectives, and competitive information. The Pro Lead Group will then confirm the qualified sales appointment one or two business days in advance with the key player and the Sales Representative.

Your Sales Representatives will prepare for these qualified sales appointments using their own sales methodology. After the meeting has taken place, The Pro Lead Group will contact the Sales Representative and/or Prospect and prepare a post meeting synopsis. This Post Call Synopsis will summarize the discussion and will include a qualification assessment based on the interest of your prospect in moving forward. This Synopsis can be leveraged to structure a battle plan and populate your sales database.

After a meeting is completed, The Pro Lead Group and the Sales Representative will review the results and discuss follow up items and schedules for the following weeks.