Customer Acquisition Services

Business to Business Customer Acquisition is not just about appointment setting for this week’s leads – it’s about building a Sales Opportunity Pipeline for your sales force and keeping your Sales Pipeline filled with a stream of productive qualified opportunities.

Focusing on your sales force productivity, eti Sales will implement programs to qualify inbound and outbound leads for your sales team, shorten sales cycles, increase revenues and growth faster and smarter.

Let eti’s best practices and proven strategies help you acquire new customers through:

• Sales Lead Generation – Outbound strategies
• Lead Qualification –Inquiry response, qualification and follow up
• Lead Nurturing and Opportunity Pipeline Management
• Channel Recruitment and Development

Sales Lead Generation

How do you acquire new customers? Do you have a vibrant, growing pipeline of qualified sales opportunities to keep your sales force fully productive?

Without an ample opportunity pipeline, there is no way to predict the future flow of sales revenue with any degree of reliability. It's like not knowing where your next meal is coming from. And, if your sales people are taking on the prospecting responsibility by themselves, then every minute spent cold calling or attending to unqualified leads is a minute lost from selling.

Utilizing targeted, high level calling into selected markets as part of a sales lead generation strategy has been proven to increase leads, reduce the sales cycle and increase sales force productivity.

Lead Qualification

Experience shows that only a small percentage of inquiries generated from trade shows, the Internet, direct mail, email, print and electronic advertising are ready to begin making a buying discussion right away. In fact, it may be fewer than 10%. However, those with interest need to be contacted as soon as possible.

The two important implications here are:

1. Sales people are more productive when dedicating the majority of their time to closing sales.
2. There is lost opportunity, if any valid incoming inquiries are NOT followed up on swiftly and effectively.

Passing unqualified inquiries directly to Sales or a channel partners will result in these expensive selling assets spending 60%-90% of their (expensive) selling time chasing prospects that are not yet ready to engage (if they even do that at all). Over time, they may even stop following up. Research shows that 55% of inquiries sent directly to Sales are never even contacted once.

eti Sales Support's sales lead qualification service takes charge of your hard-earned inquiries from all sources to qualify, quantify and nurture until the prospects are ready to buy. Now the sales force can spend their time closing business by following up on well documented, highly qualified, sales ready prospects, with the need, budget and decision making authority to purchase. And the investment you've made in generating those inquiries will provide far better ROI for your marketing spend.

View these case studies to learn more of eti’s capabilities:

• Integrated Lead Qualification & Lead Generation Campaign
• High Tech Manufacturer - Inbound Lead Qualification Services

Lead Nurturing and Opportunity Pipeline Management

If less than 10% of your target market is ready to engage with a sales person at any moment in time, how will you best manage all of the prospects that may need your solutions at some point in the future?

Sustained growth is built on a foundation of prospects that are progressively nurtured into mature sales ready opportunities. That takes time and constant attention. You'll need to stay in front of them with your brand, and touch them systematically, so you'll be top of mind when they become ready to engage.

How can you ensure that you don't lose out on future sales? When sales people are too busy (or should be too busy) to nurture them? Engage eti Sales Support to build, nurture and manage a growing opportunity pipeline. We will pass real sales ready opportunities to a sales person only when and if they are fully qualified and ready to engage.

Channel Recruitment and Development

Do you need help with building and managing your sales channel? Do you know the best ways to keep your partners fully motivated and selling your products and solutions?

An eti Smart Channel development solution not only helps you find the best partners to represent your products and services, but also ensures that you stay "top of mind" for them to gain the most from your partnership. We know a committed channel results in increased sales, better customer satisfaction and increased loyalty - boosting the lifetime value of your customers!

Call us to discuss your channel development needs at 914-747-3030 Ext.1