Do you have top of funnel, initial 'hand raiser' leads and accounts that may have filled out a form but are not quite ready to book a demo or get on a call? Or do you need more information to further qualify and prioritize the lead before routing them? Hiring a firm that provides outsourced lead qualification may be a great option to insert as the next stage after your top of funnel efforts (inbound web, outbound marketing, lead generation, content syndication) and saving your limited in house sales resources from this often frustrating middle ground of the buyer's research process.
An outsourced lead qualification company will usually use a mix of email, social selling and phone to further qualify these leads and get them closer to the point of calendared demos.
Email, Phone, Social Outreach
ABM (Account Based Marketing) support - surround the buying teams at these target accounts with display ads to further nurture and push the company further along it's buying journey. Provides lift to other channels and tactics.
Leverage your existing content -white papers, webinars, case studies as a hook to help nurture and qualify
Synch with your existing CRM and Marketing Automation systems; or operate independently
Outsourced SDR Services - email, phone, LinkedIn outreach.
Apollo.io Setup, Automations, Sequences, List Building; integrated with Hubspot CRM.
Built initial cold call, demo, email scripts, sales FAQs, objection handling. A/B tested, refined over time.
Cold Email Domain Setup for Outbound Outreach and to protect primary domain.
Intent Data - used intent data sources Bombora and Leadsift to identify in-market accounts researching relevant software (debt collection software); automated outreach to right contacts at those accounts .
Dealfront setup, integration to identify anonymous website visitors (accounts) and automate cold outreach to matching buyer personas to convert to traffic to demos.
SEO Analysis, Content Mapping - Identified high intent keywords like “chatgpt for debt collection” and “ to drive traffic and support outbound efforts.
Software Directory Submission Service - posted Arrears on 10+ software directories including G2, Capterra, SoftwareAdvice for product discovery, links, traffic.
Domains with DNS setup and and warmed up for cold outreach. More info on process here, including why you don’t want to use your primary domain for cold outreach, DNS settings, factors for email deliverability, # of emails per domain/mailbox here: Cold Email Best Practices for SaaS Companies
On call Fine tuning, troubleshooting, consult after initial setup (up to 5+ hours a month)
Book an hour call anytime to troubleshoot, optimize, setup, strategize about all things Apollo.io and outbound sales