memoryBlue specializes in securing meetings for your sales team by truly working within your infrastructure, enabling you to build your marketing database and have real-time visibility into campaign results.
Each client has different needs that constantly change. Depending on your specific requirements, memoryBlue will seek your input before recommending strategic and tactical approaches.
Typically clients rely on memoryBlue for the following:
Prospect Identification and Ongoing Organic List Building
memoryBlue begins a project with a deep dive to examine your existing prospect lists to determine value and usability. Once we understand the profile of your target market we can use Jigsaw and Rifle Shots to organically build your list as we go.
The size and accuracy of your list grows daily and will become a strategic asset for all of your future marketing campaigns.
Rifle Shots
memoryBlue reads relevant magazines and periodicals to identify prospects that appear to have interest in your solution.
Based on the information uncovered in the article we use custom developed touch points to contact and communicate with the prospect.
This tactic is one of our most successful approaches.
Lead Generation - Cracking into new accounts
Add new opportunities to the forecast and help Sales get in front of more new prospects each week
The time and energy of your highly trained, highly paid, sales force is best spent in front of prospects, clients, and partners. When Sales doesn't have the volume and quality of leads to hit their numbers, they're forced to generate their own leads. Some reps will squeeze inconsistent, low probability prospecting activities into their already crowded routine. The others will prioritize their time completing "higher value" activities. Neither approach produces more than a few, if any leads.
memoryBlue generates leads by combining consistent activity with timely, relevant, and personal messages.
Our clients have found our approach ideal to:
- Generate New Leads for Direct Sales
- Recruit Channel Partners
- Generate Channel Leads through Coop Campaigns
Using a "Circle of Leverage" approach Michael Boylan developed and describes in his book The Power To Get In, we can target between 3 to 5 contacts within each account using unconventional techniques to activate prospects to respond and grant access.
Lead Qualification
Studies show that only 5% to 7% of Marketing leads have short term buying requirements. The problem is these select few prospects are just as difficult to reach as are the tire kickers. What results is limited attention from Sales and minimized ROI from Marketing programs.
Let memoryBlue thoroughly qualify your Marketing leads and report the results. Find out which leads are ready for Sales, which are unqualified, and which need nurturing.
Events
Events are important! Let memoryBlue help you maximize these valuable marketing investments by driving attendance to your webinars, user conferences, executive briefings, trade shows, etc. Given enough runway, memoryBlue will help you increase attendance at your events and will provide timely and comprehensive follow up.
Lead Nurturing
Many initial Sales calls are with the ideal company and the right audience, but not all of these prospects are currently looking for a solution. Since no immediate opportunity exists, Sales focuses on prospects that have more near-term buying requirements. Unless you have a process to continually touch these valuable leads, you may be providing unpaid educative consulting to prospects that ultimately your competitors close.
Let memoryBlue continually touch these leads and nurture them until a short-term revenue opportunity emerges.
