“In general, if weak or unqualified leads are continually distributed to the sales organization, salespeople are less likely to give them much attention going forward. For example, in a 2003 META Group report titled "Lead Management: The Hinge Between Marketing and Sales," the authors write that "many Global 3000 organizations report that 70 to 90-plus percent of marketing-generated leads are not acted on, because sales finds them unqualified (an often-provided excuse for not making sales projections).”

Sales Opportunity Development

Marketing Solution

Investigates prospects methodically and fully and develops sales qualified opportunities
Proves MROI for current programs and increases the effectiveness of future campaigns

Sales Solution

Provides a dedicated effort to discover new opportunities with decreased sales cycles
Improves forecast accuracy, conversion rates, closing ratios, and accountability

Corporate Solution

Ensures net new predictable forecast and that revenue goals are met or exceeded

Sales Opportunity Development

Sales Opportunity Development connects Marketing and Sales in ways that will take your company to the next level. Many organizations struggle with the “middle”, the gray area, of the marketing/sales funnel. The “gray area” of the funnel varies by organization but is the area between a lead and a qualified sales opportunity.

AG’s Sales Opportunity Development transcends traditional lead generation and telemarketing - developed specifically to plug into the gray area. Sales Opportunity Development provides measurable MROI, more highly qualified sales opportunities, and more accurate reliable forecasts. Marketing, Sales and the Organization benefit.

Our proven methodology includes:

Learning
AG starts every project with a review and thorough understanding of your product, your selling proposition, your brand, your market, and your target audiences. This review provides us with the depth of knowledge necessary to deliver industry leading results.
Developing a concise value forward message
Programs built specifically for you, based on your needs and our review and understanding of your target audience.
Identification of your next customer
We qualify marketing generated leads, using the AG Salesworks proven qualification methodology, nurturing lukewarm prospects until they are fully qualified sales opportunities, and deliver them to your professional Sales team.
Intelligence gathering
We engage in conversation with your prospects gathering critical information and providing your professional Sales team with prospect specific intelligence. Armed with this knowledge Sales is more confident and positioned to close more business.

In our experience

"Sales Opportunity Development is not a project or one time thing; it's a critical business process, a way of doing business, which drives top-line revenue growth. Unfortunately, too often it’s a function that comes to the forefront only after droughts in the pipeline have been realized. We help our clients to maintain a steady flow of net new forecast – quarter after quarter – regardless of personnel changes, administrative workload, and ad hoc projects. MROI is consistently proven and easily demonstrated as activity is converted to net new revenue." - Peter Gracey, President