BDO

Peer to Peer-Based Demand Generation: Streamline Your Sales Process by Generating Greater Demand.

 

Converting “suspects” into prospects by choosing the right companies and securing face-to-face meetings with the right stakeholders propels qualified leads into your pipeline – significantly improving your pipeline by increasing sales opportunities. Unfortunately, many companies are unable to keep their pipelines full, often because cold calling — an extremely powerful demand generation technique when executed correctly — is neglected. With time at a premium, in-house salespeople understandably focus on activities considered more productive, such as responding to RFPs and conducting in-person pitches. In fact, only 14% of the average salesperson’s time is spent on lead development. That’s where GroupBDO’s Demand Generation service comes in

It’s a critical question: Which prospects are “right” for your product or service?

1. The process begins with customized pipeline model development, where our Client, often with our help, selects the industries, companies and executive titles to target.
2. The GroupBDO team works closely with the Client for training that helps us understand the unique value proposition offered by its products or services — and to determine how that value proposition can best be communicated to prospects.
3. By holding succinct, engaging discussions with prospects, GroupBDO PARs start to build the Client’s pipeline with actionable sales opportunities.

Measurable Results

Performance-Based Demand Generation – which generates top-level pipeline activity through qualified introductory sales opportunities – has always been a GroupBDO core offering, and we constantly refine our

methods to increase our success rate. GroupBDO’s Demand Generation services are strategic, tangible and measurable. Clients utilize GroupBDO’s experience in a variety of ways including:

• As a strategic support overlay for their entire field organization
  ensuring that each territory has enough demand driven to support their goals
• In support of M&A activity – with continued consolidation in the technology marketplace, GroupBDO Clients may use strategic demand generation to present a newly merged organization quickly and effectively to the market or conversely, to leapfrog competitors during a time of competitors’ upheaval.

By securing meetings with prospects in the critical first phase of the sales process, GroupBDO’s Performance-based Demand Generation services can help you gain a rapid and sustainable advantage over competitors. Equally important, these services can strategically complement the capabilities of your field sales team and enable them to focus on what they do best: Close deals.

 

Customized Prospect Profiling | Find the Right Prospects for Your Offerings

 

Having the answer significantly impacts the effectiveness of your sales and marketing expenditures. After all, when the attributes of your product or service aren’t relevant to the needs of the companies you’re targeting, there is a serious — and costly — disconnect.

It’s a critical question: Which prospects are “right” for your product or service?

 

That’s why GroupBDO offers a target market refinement service. Designed to more effectively match Client offerings with suitable prospects, yields information to fine-tune your sales strategies. Many companies also use GroupBDO to enhance the effectiveness of marketing communication initiatives, such as direct mail programs, e-mail blasts and ad campaigns.

GroupBDO’s experience provides accurate and actionable market experiance that’s customized to align precisely with your requirements and initiatives.

For example, to determine whether a particular company qualifies as an appropriate target, a Client may need information such as: ERP system(s) in place, current RFP initiatives, existing server environment, remotely networked employees, competitor install base, call center environment or number of branch offices.

GroupBDO’s team gathers this information for you, delivering insightful, complete surveys of prospect companies that enable you to more effectively identify and qualify them; define and prioritize your target audience; explore untapped market opportunities; hone your message to convey more compelling value; convert “suspects” into pipeline prospects; and execute sales and marketing strategies – ultimately making your sales and marketing efforts more productive and cost-effective.

 

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To discuss how we can help your organization, call our sales team at 512.852.4356