Lead Qualification, FAQs

How does DM2 define a lead?
DM2 defines a lead as someone that expresses an interest or purchase intent for a particular product. DM2 gauges the prospect based on various metrics such as budget allocated, project team in place, timeline and buying intent

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How does the DecisionMaker Lead Qualification program work?
DM2 Representatives will work closely with you to understand the scope of your campaign, the key decision makers, the industry, etc. Based on this information, DM2 will prepare a proposal with targeted prospect profiles, a call guide/survey script, and pricing. The call guide/survey will clearly articulate the mutually-agreed upon definition of a lead. This prevents ambiguities in deliverable leads moving forward in the program.

Once the customer agrees to the proposal, DM2 will begin the campaign and deliver the leads on a monthly basis.

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Why do I need a Lead Qualification program?
A Lead Qualification program helps companies better use their resources and sales energy on prospects that are truly qualified and that have an interest in the product. This not only shortens a sales cycle but also reduces the cost per sale.

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How does DM2's Lead Qualification Program differ from other programs?
DM2's Lead Qualification program includes: • • • • Customized and proprietary campaigns that generate leads exclusively for you. We do not send the same lead to multiple companies A consultative approach to analyze your prospects' key decision makers and influencers so you can identify truly targeted segments Multi-platform approach to leverage the electronic and telephonic mediums as necessary. Pricing structure that holds us accountable. You pay based only on the leads delivered.

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How are the leads delivered?
DM2 will deliver the leads in an Excel file or tab or comma delimited text file.

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What kinds of information are delivered with the Leads?
DM2 will deliver the name, title, company name, company address, phone number and responses to all the questions answered from the call guide.

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Will I close business on all the leads delivered to me?
The leads delivered are a list of people that have expressed an interest in a specific product and those that match the criteria outlined during our initial meetings based on the lead definition. Different companies are at different stages in their buying cycle and therefore, some may be looking to buy in the next 3 to 6 months while others might be early in the process and open to considering other vendors. The leads delivered will be ranked as hot, warm or needs nurturing.

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What should be our sales approach with these leads?
The sales approach should begin with your company introduction, just as it would with a cold lead. The difference is that you will have a great deal of information available about the prospect when you call and can ask the right questions to reveal the need that has been uncovered during the course of the pre-call lead qualification done by DM2. The key to capitalizing on the leads DM2 delivers is timing. It is imperative that you call the leads within a few days of receiving them. And, we'll provide some tips to help you through that process, too.

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What if we are already working with one of the leads which we receive from DM2?
DM2 will work with you to avoid this scenario. In fact, if you choose to, you may send us a short list of your clients for us to avoid during our prospecting and lead qualification.

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What if we would like to exit the subscription early (e.g., budgetary)?
DM2 requires a 60-day written notice of subscription termination.