Lead Generation for B2B Companies
Workpump's multi-channel lead generation campaigns can provide a steady supply of qualified prospects to your business-to-business (B2B) sales pipeline. Our campaigns combine outbound telesales, direct mail letters and postcards, and even email (where appropriate) to touch your key prospects multiple times over a period of weeks.
Multi-channel campaigns have been proven to outperform single channel approaches such as phone only or direct mail only.
The Considered Purchase
You've got something you have to explain to your market--something that requires some face time from your sales team. It's a considered purchase--you need to demonstrate some key points to make a sale:
- That you can be trusted as a vendor to deliver what you promise
- That your product or service will yield a satisfactory return on investment
- That the product meets the technical requirements the customer has defined
- That the solution makes business sense to the key business decision makers (BDM)
- That you have a proven track record of success with clients similar to your current prospect.
If that's your world you should give us a call. We have a strong record of success working with companies like yours solving revenue problems.
Since 2001 Workpump has been helping B2B companies who sell into the considered purchase. Our mission is to tear down the wall between marketing and sales and focus instead on the revenue results achieved.
- Marketing that doesn't lead to sales is a waste of money.
- Sales that doesn't use marketing is a waste of effort.
If you sell products or services to business you know how hard it can be to get high-quality leads and close business. Workpump is your partner in success--we provide services that solve those two thorny problems. Workpump helps you:
- Create a compelling value proposition
- Develop targeting strategies that will simplify your lead generation
- Develop messaging that will self-select qualified prospects
- Leverage your marketing resources through one-to-many programs
- Create collateral that drives sales results
- Free up your valuable sales team from one-to-one prospecting with our new lead generation program.
Who can benefit from partnering with Workpump?
- Companies producing information technology (IT) products or services
- Industrial manufacturing companies
- Business services.
How is Workpump different?
Workpump is different from other firms in several important ways:
- We look at sales and marketing as two sides of the same coin: the goal of both is top-line revenue, so we look for integrated approaches that will work with both.
- Our roots are in corporate product development, not in branding or creative services. Most of our people came to marketing from engineering or software development.
- We don't look at sales and marketing as art forms: we view them as rigorous processes that can be designed, tuned, and executed in a rational fashion, thus providing predictable results.
Workpump accelerates qualified lead acquisition.
Somebody somewhere tonight is going to lose sleep because they don't have what you sell. The problem that's keeping them tossing and turning is the one that your company solves. If you tell that person how you can solve their problem, you'll get their complete attention.
Now that's a good lead.
Over the years we developed and refined a process—that's been proven to work time and time again—to find those people who need your stuff. We'll help you figure out:
- What compelling, urgent, and unsolvable customer problem do you address?
- How does your value proposition map to your customer's hierarchy of needs?
- How can you get through to prospects in a way that makes them ask “how do you do that?” instead of saying “so what?”
- How to find prospects quickly and efficiently?
When you communicate a clear, compelling statement of what you do, how you do it, and what the benefits are to the people feeling the pain, you'll immediately start getting inquiries from the people who really want what you have. You'll find the quality of your leads goes way up, and the ease of finding them goes down.
Workpump cuts the time to close sales.
Marketing only exists to drive sales. Marketing gets the lead—sales gets the check. But great marketing can make sales more efficient by reducing the time it takes to close the account. How?
Think about this: by the time a prospect contacted a sales rep, if they already had a clear understanding of what your company does, what the benefits are, whether it's a good fit for them, and how you've benefited other people like them, how much work is left? By this point the prospect is saying “I want to believe that this will work for me.” The rep has to help finish creating that belief, negotiate the contract, and work them through the process of getting started. In other words: close. Now your sales people will spend less time prospecting and more time closing. Isn't that what you hired them for?
You engineer the product. We'll engineer the sales.
Sales isn't witchcraft. If you think it's all about super-sales people who could sell sand to Floridians, think again.
Sales come as the result of carefully thought-out processes, executed correctly and consistently, after bringing the right product to the right market in the right way. It's not that different from designing and developing a product to satisfy a set of requirements.
You're not going to get every sale. But at least don't lose one because your sales and marketing processes are less than what they should be. A sale is a terrible thing to waste.
What you can learn from Bill G
Workpump is the brainchild of John Browne, former Microsoft product development executive. During Microsoft's high growth years from 1987 to 1998, John shipped over a dozen award winning products. He helped Word, Excel, and Visual C++ dominate their markets and move from underdog to number 1. Dismayed at how many startups were failing to achieve market traction and eventually folding up, John formed Workpump to share the industry insider secrets he knew could make a difference.
Sound interesting? Learn how to get more B2B sales.