At the end of the day the only leads that matter are the ones that build pipeline and generate revenue. Traditionally, this is where things break between Marketing and Sales—Marketing claims to deliver large quantities of leads, and Sales claims that the leads they have received are not valid.
At SOMAmetrics, we have developed a powerful sales technology we call the Four Funnel System. In this system, we see demand generation as a continuum that starts in the First Funnel (raw leads) and ends in the Third Funnel–—fully qualified sales leads passed on for your sales organization to further process into its sales pipeline (Fourth Funnel).
Where traditional Marketing struggles to deliver the necessary quality and quantity of leads to Sales, our management system is far more successful because it inserts the missing link—the Second Funnel that converts Unqualified Raw Leads (URL’s) in the First Funnel into Marketing Qualified Leads (MQL’s). These MQL’s are what Marketing should deliver, but typically fall short of.
Our internal marketing professionals partner with yours as well as other third party experts to design effective demand generation programs that utilize the unqualified raw leads to build the desired number of MQL’s.
Now, your teleprospectors have the necessary warm leads to call on and further qualify to convert into Sales
Qualified Leads (SQL’s) which is what your Sales Organization has been waiting for.
The Four Funnel System is the key to an effective Demand Generation Program, and is an integral part of the Sales and Marketing Best Practices that we can transfer to your company.